Partner Strategy and Operations Manager, APJ
Okta · Posted Oct 21
Cloud-based identity and access management solutions for workforce and customer security
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About the role
The Partner Strategy and Operations team drives the growth, productivity, and operational scale of Okta's Asia-Pacific & Japan (APJ) Partner Sales organization, acting as a central cross-functional hub aligned with global business goals. The team works across partner operations metrics, forecasting, reporting, and CRM/PRM infrastructure. As Partner Strategy and Operations Manager for APJ, this individual contributor will operationalize, measure, and optimize partner performance across regional markets, build reporting and forecasting cadences, and implement AI-driven tools to streamline analysis and planning.
What you will do
- Lead the weekly APJ Partner operational rhythm, including pipeline management, regional forecasting, lead generation, ad-hoc analytics, and performance reporting.
- Build formal reporting packages on partner sales effectiveness and lead regular metric reviews with APJ Partner leadership and cross-functional stakeholders.
- Track and evaluate partner representative and manager ramp times, capacity, and overall productivity across diverse sub-regions and partner types.
- Structure regional strategic initiatives, establish key operational metrics, and refine partner sales policies and rules of engagement (ROE).
- Deliver data-driven insights to inform APJ partner coverage models, scorecards, annual business planning, and market expansion strategies.
- Collaborate with global sales ops and IT teams to refine sales reporting frameworks, optimize PRM/CRM infrastructure, and scale regional workflows.
- Identify and implement AI-driven tools and workflows to automate regional partner data analysis, streamline reporting, and improve forecasting accuracy.
Skills used in this role
What the employer is looking for
- Deep experience in Field Partner Strategy & Operations or Sales Strategy & Operations within the APJ region.
- Strong understanding of regional partner selling motions, including ISVs, MSPs, OEMs, Resellers, Global System Integrators (GSIs), and Distributors.
- Proven success in designing sales processes, documenting operational frameworks, and enforcing rules of engagement.
- Hands-on experience with Salesforce, Clari, Tableau, PRM systems, or equivalent CRM and BI platforms.
- Strong quantitative modeling skills using Excel/Google Sheets and business intelligence tools. Expertise with SQL or similar database querying & analysis tools
- Demonstrated experience using AI platforms for predictive analytics, automated reporting, or sales ops workflow optimization.
- Outstanding written and verbal communication skills, with a track record of executing independently and influencing cross-functional teams in a remote/distributed setup.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Okta
Okta is a leading independent provider of cloud-based identity and access management solutions that securely connect people and technologies to the right applications. The company powers both Workforce Identity and Customer Identity platforms, allowing organizations to securely manage user access and navigate modern challenges like agentic AI security.
- Industry
- Enterprise Software
- Company size
- 7500+ employees
- Founded
- 2009
- Location
- San Francisco, California, USA
- Funding stage
- Public Company
Funding
Public Company · $228M raised
- 2010-02-01Series A$10M
- 2011-08-01Series B$16.5M
- 2012-12-01Series C$25M
- 2013-09-01Series D$27M
- 2014-06-01Series E$75M
- 2015-09-01Series F$75M
- 2018-02-21Post IPO Debt$300M
Leadership
Co-Founder and Chief Executive Officer
Co-Founder and Executive Vice Chairman
Chief Marketing Officer
Chief Legal Officer
Recent coverage
Okta Newsroom
Okta expands its independent and neutral identity security fabric with new capabilities across governance, PAM, and ITDR2026-09-09
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Okta introduces new AI Agents innovations to increase visibility, secure runtime connections, and enforce agent governance2026-09-22
Okta Newsroom
Okta wins 2026 AI Breakthrough Award for AI Security Innovation2026-05-21
Okta Newsroom
Okta named a leader in the Workforce Identity Security Platforms Report2026-05-21