Head of Partner Operations APJ

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 Team The Partner Strategy and Operations team drives the growth, productivity, and operational scale of Okta's Asia-Pacific & Japan (APJ) Partner Sales organization. Reporting to the Senior Director of Partner Strategy & Operations, this team acts as a central cross-functional hub, partnering directly with APJ Partner ecosystem leaders to align regional operational performance metrics with global business goals. The Role As the Partner Strategy and Operations Manager for APJ, you will serve as a key individual contributor and strategic thought leader, establishing the foundation needed to scale partner operations across diverse regional markets. You will combine analytical insight, sharp business acumen, and cross-functional leadership to operationalize, measure, and optimize partner performance across the region. Key Responsibilities • 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. Requirements & Qualifications • 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. #LI-Onsite P26101 The Okta Experience • Supporting Your Well-Being • Driving Social Impact • Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. 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 complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.