About this role
Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
About the Role
We're seeking an exceptional Channel Sales Leader to own and develop sales bookings through our Distribution-driven channel ecosystem across EMEA's partner-led markets: Eastern Europe, Africa (exc. South Africa), and the Middle East (exc. UAE and KSA).
As Okta continues scaling through a Partner First strategy, you'll lead Partner Sales Managers and Regional Alliance Managers to build and develop the channel ecosystem while managing all stages of the sales cycle—from pipeline development through closed bookings. This is a unique opportunity to spearhead the expansion of Okta's GTM through channel partnerships.
Key Responsibilities
• Lead and manage PSM and RAM teams with accountability for regional growth strategy, planning, and bookings targets
• Develop and execute go-to-market tactics to scale revenues in complex, fast-growing markets
• Build a productive, sustainable sales pipeline and forecast monthly, quarterly, and annual targets
• Drive deal velocity, develop win strategies with the team, and maximize pipeline coverage
• Partner with cross-functional teams (Sales Engineering, Professional Services, Legal, Deal Desk) for seamless execution
• Own pipeline generation strategy and maintain market intelligence to keep Okta competitive
• Develop and maintain senior-level relationships within the partner ecosystem (ISVs, resellers, GSIs)
• Create an open, inclusive team environment built on accountability, transparency, and results
• Lead by example, providing coaching, mentorship, and oversight to ensure efficient resource deployment
What We're Looking For
• Proven success hiring, leading, and developing high-performing sales teams
• Strong track record building and scaling revenue through channel ecosystems
• Experience in growth markets: Middle East, Africa, and/or Eastern Europe
• Deep understanding of SaaS/Cloud Go-To-Market strategies and customer engagement models
• Demonstrated ability to influence key stakeholders and orchestrate alignment across organizations
• Strategic mindset with an entrepreneurial, builder-focused approach
• Ability to adapt and thrive in fast-growing, dynamic environments
Okta's Core Leadership Competencies
• Builds Effective Teams: Creating strong teams with diverse skills and perspectives
• Demonstrates Self-Awareness: Using feedback and reflection to understand strengths and gaps
• Develops Talent: Growing people to meet career and organizational goals
• Driv