Head of Partner Operations APJ

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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.

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P26101

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