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Senior Manager, ISV Ecosystem Growth



Sales & Business Development
United States
Posted on Tuesday, June 11, 2024

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

The Ecosystem Growth team is the newest function within Corporate Development at Okta and is focused on expanding our breadth and depth of SaaS integrations, a C-level priority for the company. Our team was created to ensure SaaS ISVs (independent software vendors) have the knowledge, tools, and incentives to build and expand their integrations that support and/or extend our core product functionality. Okta’s ecosystem is a core differentiator, and developing a scalable and programmatic approach to ecosystem development will be a critical driver of our next stage of growth.

The Ecosystem Growth team’s mandate is uniquely cross-functional and entrepreneurial in nature. We are incubating capabilities and offerings that span existing product lines and functions, and we are accountable for initiatives that include product incubation, business development, and go-to-market. We are executing on a company-wide vision to establish Okta as a two sided platform that connects SaaS builders and SaaS consumers within a secure, interoperable app ecosystem.

Senior Manager, ISV Ecosystem Growth

The Senior Manager, ISV Ecosystem Growth will work in close partnership with leaders across functions including Product, Engineering, Design, Marketing, and the other sub-teams within Corporate Development, including Corporate Strategy, M&A, Partnerships, and Okta Ventures. This role will include a mix of strategy, business operations, and business development. You will help to establish an end-to-end view of Okta’s ISV relationships (inclusive of customers and partners), build and execute strategies to expand those relationships, and track the resulting impact to our business. Success for this role is ultimately defined by growth of our SaaS customer and integration partner pipeline.

The ideal candidate will have exposure to SaaS/cloud services and a combination of business operations, business development, and strategy experience within an enterprise technology company, or equivalent experience as a consultant. This individual should be comfortable collaborating with technical teams, communicating with internal and external executives, driving cross-functional alignment, and context-switching between implementation details and high-level strategy.

What you’ll be doing

  • Establish and track Okta’s SaaS ISV funnel and ecosystem growth KPIs
  • Collaborate across functions to build and scale Okta’s ISV ecosystem program
  • Identify, evaluate, and execute investment opportunities to grow our ecosystem of ISV partners and customers
  • Design and execute campaigns targeting ISVs in partnership with Product Marketing and Digital teams
  • Capture the “Voice of the ISV” and establish a feedback loop to inform product roadmap

What you’ll bring to the role

  • MBA degree or equivalent work experience (e.g., corporate development, strategy consulting or investment banking)
  • STEM, business, or economics undergraduate degree
  • Deep understanding of SaaS and platform business models
  • 3+ years of work experience at an enterprise (B2B) technology company
  • 5+ years of experience within business development, business operations, product strategy, and/or equivalent roles
  • Effective communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfortable in business and technical discussions
  • Experience in building trusting relationships and influencing others
  • Collaborative team player who is also an independent thinker
  • Self-starter who thrives in fast-paced and often ambiguous environments
  • Passion for technology, enterprise software, startups

Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:
$146,000$244,000 USD
The annual base salary range for this position for candidates located in the San Francisco Bay area is between:
$182,000$272,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.