Regional Alliances Manager - Distribution & Emerging Partners (ANZ)

Sydney · Hybrid · Posted Oct 15, 2026

At a glance

The Regional Alliances Manager - Distribution & Emerging Partners is the strategic catalyst for growing Okta's distribution channel and a new network of emerging partners across Australia and New Zealand.
You will own Okta's distribution relationships in ANZ and build a new segment of emerging partners, including boutique enterprise consultancies, digital transformation firms and AI builders.
About 80% of your focus is distribution, while the other 20% is bringing emerging partners into Okta's partner program and helping them mature using distribution to scale that motion.

Develop and execute annual and quarterly joint business plans (JBPs) that accelerate customer acquisition, platform adoption and revenue across ANZ.
Own forecasting, pipeline development and revenue targets for partner-sourced and partner-influenced business through distribution and emerging partners.
Give our Commercial sales team scale in ANZ through distributors and partners.
Onboard and enable 6 new emerging partners within 12 months, and move each along the program's maturity path.
Give Okta and partners clarity on our Routes to Market (Distribution, Cloud Marketplaces and Direct) and what they mean for each stakeholder.
Own annual and quarterly JBPs with ANZ distribution partners, translating revenue targets into co-sell initiatives, enablement tracks and clear milestones.
Drive partner-sourced pipeline growth and keep forecast discipline in Salesforce/PRM, including a healthy pipeline coverage model across co-sell and resell channels.
Identify, recruit and onboard boutique consultancies, solution providers, SIs, transformation firms and AI builders who are building identity and access management into modern AI architectures and cloud stacks.
Run a structured 30-60-90 day onboarding playbook covering contract, partner portal, sales enablement and initial co-sell pipeline.
Drive field collaboration between Okta Account Executives and partner sellers and distributor sales desks to increase pipeline creation, customer wins and successful deployments, and to avoid channel conflict.

Significant experience working with distributors and cybersecurity partners in ANZ.
Proven success using partners to drive sourced pipeline and revenue for a vendor.
Excellent communication, negotiation and executive presentation skills.
Strong prioritisation and organisation, juggling multiple projects in a fast-paced environment.
Influence without authority across Sales, Presales, Marketing and Delivery.
Ability to travel up to 30% of the time.

Understanding of the Cyber, AI and Digital Transformation ecosystem, including how different partner types create and win business.
Existing relationships with boutique/transformation consultancies or AI partners in ANZ.
Established relationships with ANZ distribution specially in the New Zealand market.
A background in the Security and/or Identity market in ANZ.
Experience using AI to improve forecasting, partner planning or reporting.