Partner Alliance Manager- PubSec Ecosystem

ABOUT THE ROLE Okta is building the world’s most trusted identity platform, enabling secure access for people, devices, and applications across every industry. In this role you will accelerate the growth of Okta’s Public Sector ecosystem by building, recruiting, and managing a network of long‑tail partners that serve state, local, and federal customers. You will work closely with Okta’s SLED and Federal field teams to develop joint go‑to‑market strategies, drive pipeline generation, and close high‑volume channel deals that contribute to the company’s revenue targets. Your efforts will directly impact the adoption of Okta’s identity solutions in mission‑critical public sector environments, helping government agencies protect sensitive data while improving citizen services. WHAT YOU’LL DO - Define and execute partner go‑to‑market plans for the assigned region, aligning with Okta’s Public Sector strategy. - Recruit, onboard, and enable a portfolio of long‑tail partners, including resellers, referral partners, and boutique systems integrators, to serve SLED and Federal customers. - Collaborate with Okta Sales, Service, Marketing, and Enablement teams to create joint sales enablement materials and co‑sell programs. - Support partners in quoting, negotiating, and closing high‑volume transactions, ensuring compliance with channel policies and revenue targets. - Track and report partner performance, demand generation, and pipeline metrics on a regular basis, providing insights to senior leadership. - Build and maintain relationships with partner executives (Director/VP level) to secure commitment and foster long‑term collaboration. WHAT YOU’LL NEED - Minimum three years of experience in sales, channel management, or business development roles, with a proven track record of meeting or exceeding quotas. - Deep knowledge of Public Sector channel sales, including familiarity with SLED and Federal procurement processes and compliance requirements. - Strong strategic thinking and analytical skills, able to translate complex product and technical concepts into compelling value propositions for partners and government buyers. - Excellent communication and negotiation abilities, comfortable engaging with senior partner leaders and internal stakeholders across multiple functions. - Demonstrated ability to build and sustain high‑performing partner ecosystems, driving pipeline growth and revenue generation. - Comfortable working in a fast‑paced, results‑driven environment, with a bias for action and a collaborative mindset. WHY REMOTE Okta’s distributed culture empowers employees to work from anywhere in the United States, enabling a flexible schedule that supports work‑life balance while maintaining high productivity. As a remote Partner Alliance Manager, you will collaborate asynchronously with cross‑functional teams and partner executives across time zones, leveraging digital tools and regular virtual touchpoints to stay aligned. This model allows you to focus on building relationships and driving revenue without the constraints of a traditional office, while still benefiting from the same level of support, resources, and career development opportunities as onsite colleagues. BENEFITS - Competitive base salary and performance‑based incentive plan, with OTE ranging from $164,000 to $246,000 depending on location. - Comprehensive health, dental, and vision insurance, including coverage for dependents. - 401(k) retirement plan with company match, flexible spending accounts, and health savings accounts. - Generous paid time off, including vacation, sick leave, and parental leave, plus company‑wide holidays. - Remote work stipend to support home‑office setup and utilities. - Annual learning budget for professional development, certifications, and conference attendance. - Equity opportunities where applicable, and access to Okta’s global community, wellness programs, and social impact initiatives.