Alliance Partnership Manager

• The Player (SG & HK): You will act as an individual contributor and primary point of contact for our most critical strategic partners, distributors, and GSIs based in Singapore and Hong Kong, directly managing key relationships, driving pipeline, and closing high-impact deals.
• The Coach (Taiwan, Korea, & ASEAN Sub-regions): You will act as a coach, mentor, and strategic guide for the local alliance managers, country teams, and regional channel partners in Taiwan, Korea, and emerging ASEAN markets to scale partner readiness, build localized GTM strategies, and drive partner-sourced revenue growth.

• • Act as the "Player" in Singapore and Hong Kong to personally manage, enable, and co-sell with high-priority regional partners, key distributors, and focus GSIs to drive regional revenue targets.
  • Act as the "Coach" for local teams and partner managers in South Korea, Taiwan, and ASEAN sub-regions, providing structured frameworks, deal mentorship, and pipeline-acceleration coaching.
  • Formulate a cohesive regional channel strategy that unites regional resellers, distributors, system integrators, and key cloud alliance partners (e.g., AWS, Google Cloud) under a unified Okta APJ vision.

• • Accurately forecast regional partner-influenced and partner-sourced ACV (Annual Contract Value) and new pipeline generation across all covered territories.
  • Establish and execute Mutual Business Plans (MBPs) with tier-1 partners and select GSIs, setting clear KPIs for certification, enablement, joint marketing, and revenue goals.
  • Partner closely with the regional Sales Leaders (including ASEAN, Korea, and Greater China GTM heads) to map territories, align account-planning efforts, and eliminate channel conflict.

• • Build deep, trust-based relationships with C-level executives, practice leads, and channel heads within our focus partner and GSI organizations.
  • Navigate internal cross-functional teams within Okta—including Field Marketing, Partner Enablement, Customer Success, and Solutions Engineering—to unlock resources and resolve operational bottlenecks for partners.

• 10+ years of experience in Channel Management, Alliances, or Enterprise Field Sales within a SaaS or cybersecurity vendor, with a proven track record of exceeding revenue quotas.
• Demonstrated "Player-Coach" capability: Experience managing a personal quota/territory while simultaneously coaching virtual or direct-reporting team members across multiple geographies.
• Strong ASEAN+Korea+TW+HK Market Acumen: Deep understanding of the business landscapes, cultural nuances, and partner landscapes (including local GSIs, regional SI partners, and tier-1 distributors) across ASEAN, Hong Kong, Taiwan, and South Korea.
• SaaS & Security Alliance Expertise: Solid understanding of modern SaaS business models, cybersecurity/identity landscapes, and GTM collaboration with Cloud Providers (AWS/Azure/GCP) and systems integrators.
• Data-Driven Leadership: A highly analytical approach to managing partner pipeline, forecasting, and assessing partner capability metrics.
• Bilingual or Multilingual Capability (Strongly Preferred): Proficiency in English, along with business fluency in any of the following language is plus point -  Korean, Mandarin, or Cantonese.
• Willingness to Travel: Comfortable traveling up to 30-40% across the sub-regions to build face-to-face partner alignment as required.

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