Partner Strategy and Operations Manager, APJ

Overview

Partner Strategy and Operations Manager for APJ, acting as a key individual contributor and strategic thought leader to scale partner operations across regional markets within Okta's APJ Partner Sales organization.

What you'll 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.

What you'll need

• 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.

Details

• Location: Bengaluru, India.
• Work mode: onsite (#LI-Onsite).
• Begins with an immersive, in-person onboarding experience.