Interview Studio

Requirements found

Marketing Sales Salesforce Onboarding (must)

What this posting asks for

Level: Manager — The title says "Manager".

Main responsibilities

• Work with the Okta sales teams to define GTM plans for the Focus Okta Partners in their portfolio
• Serve as the Partner advocate inside Okta;
• Build strong working relationships with all Strategic and Commercial Okta Sales and Professional Services teams to effectively and efficiently engage in co-s…
• Drive originated and teamed deals with defined Partners in order to achieve quota
• Build and drive pipeline generation at the Field level with direct Sales and go-to-market Partner organizations
• Build a comprehensive territory plan with Okta AEs and focus partners to hit defined revenue goals.

Competencies an interviewer will look for

• Customer focus Core
  In the posting: “With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers.” · “Reporting to the Director of AMER Okta Partners & Alliances, the Regional Alliance Manager will drive co-sell execution across a defined portfolio of focus p…” · “Through focused execution and repeatable co-sell motions, this role will strengthen partner alignment, accelerate Okta growth, and deliver greater value to c…”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• Planning and organisation Core
  In the posting: “Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.” · “evangelize Partners and the opportunities they present by executing programs that help keep Partners top of mind with Okta sales leaders and AE’s to ensure k…” · “Execute the strategy behind the Presales technical alignment and the Services organizations to hit mutual targets”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Data and analysis Core
  In the posting: “Reporting to the Director of AMER Okta Partners & Alliances, the Regional Alliance Manager will drive co-sell execution across a defined portfolio of focus p…” · “In collaboration with the Partner Account Manager for Okta, the Regional Alliance Manager will use account intelligence, partner relationships, and performan…” · “Apply strong data & analytical skills to measure KPIs around pipe-gen, sourced ARR, marketing, deal registration, accreditations and certifications”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
• Attention to detail and quality Core
  In the posting: “Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.” · “Forecast alliance revenue, inclusive of Focus Partners and co-sell motion accurately with strong Salesforce.com skills” · “Must be able to prioritize and multi-task with special attention to detail and follow-up”
  Show it by: Gives an example of an error caught before it caused harm; Names the check or standard they used.
• Stakeholder management Core
  In the posting: “Okta Partners & Alliances is responsible for indirect go-to-market strategy, execution, and bookings globally.” · “With more than 1000 partners around the world today, Okta’s partner program is designed to accelerate our impact with customers.” · “Reporting to the Director of AMER Okta Partners & Alliances, the Regional Alliance Manager will drive co-sell execution across a defined portfolio of focus p…”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• Problem solving Core
  In the posting: “This work requires a relentless drive to solve complex challenges with real-world stakes.” · “Represent both the voice of the Alliance Partner to Okta Sales and the voice of Okta Sales to the Partner as required to resolve issues and attain revenue”
  Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
• Teamwork and collaboration Core
  In the posting: “This role is responsible for collaborating with partners and Okta Sales to advance active opportunities, create new Okta pipeline, and align the resources an…” · “In collaboration with the Partner Account Manager for Okta, the Regional Alliance Manager will use account intelligence, partner relationships, and performan…”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Adaptability and learning Core
  In the posting: “Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment” · “In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid l…”
  Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
• Technical skill Supporting
  In the posting: “Experience executing a co-sell model with Focus Solution Providers, and other partner types as required with a deep familiarity with their strategies/busines…”
  Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
• Leadership and mentoring Supporting
  In the posting: “Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment”
  Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.

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