Manager, Sales Field Enablement, APJ

Mongodb

The Enablement Delivery Specialist is a pivotal execution-focused role within the GTM Enablement organization, responsible for the end-to-end orchestration of world-class training experiences.  Reporting to the Manager of Delivery, this role ensures that every training event, from foundational bootcamps to advanced skill-building workshops, is delivered with the logistical precision and professional excellence required to drive field performance. You will act as the "Producer" and "Emcee" for our regular and ad-hoc in-person and virtual events, serving as the connective tissue between strategic program design and field-facing execution.  Based in our Dublin International Headquarters, you will thrive in a high-growth environment that values intellectual honesty, radical accountability, and a "team first" mindset.  Success in this role means moving beyond simple event planning and facilitation to become a trusted partner who enhances the learner experience and provides critical insights for continuous enablement improvement. We are looking to speak to candidates who are based in Singapore for our hybrid working model. RESPONSIBILITIES Training Event Orchestration and Logistics * End-to-End Management: Own the full logistical lifecycle for in-person training events, including venue selection, meeting room configuration, catering, and on-site technology * Operational Precision: Ensure flawless accuracy in scheduling, invitations, reminders, and learner communications across all assigned sessions * Execution Reliability: Execute assigned tasks within scope and on time using project management tools, maintaining high delivery reliability * Stakeholder Coordination: Partner with Workplace and TRO teams to orchestrate seamless delivery, owning handoffs and vendor coordination with "radical follow-through * Data Integrity: Maintain accurate program data (attendance, survey results) with zero critical errors, ensuring visibility for stakeholders Event Production and Emceeing * Producer Role: Serve as the event "Producer" and "Emcee," ensuring smooth delivery and strong participant engagement throughout every session * Platform Mastery: Operate core delivery platforms (Zoom, LMS, virtual classroom tools) with full proficiency, eliminating technical disruptions * Content Delivery: Follow facilitation guides and scripts to deliver established content with consistent professional quality and tone * Live Engagement: Manage live interactions, including polls, Q&A, and breakouts, while reading the audience and adjusting pacing based on real-time signals * Facilitator Support: Act as the primary point of contact for facilitators and SMEs, ensuring they are set up for success and the environment is optimized for learning Feedback and Continuous Improvement * Insight Gathering: Gather structured feedback from attendees after every session to measure program effectiveness and learner confidence * Actionable Synthesis: Synthesize learner sentiment into actionable insights, providing content designers with specific observations on confusion or engagement drops * Quality Cycle: Identify content improvement opportunities based on learner reactions and escalate them with specific proposed fixes * Knowledge Management: Document delivery processes and issue resolutions in the team knowledge base to ensure work is person-independent THE IDEAL CANDIDATE * Experience: Minimum 2 years of experience in event management, ideally within a corporate or high-growth technology environment * Training Background: Ideally 1 year of experience in training management or enablement delivery. Foundational knowledge of adult learning principles is a plus * Stakeholder Management: Proven ability to communicate with precision and build trusted partnerships. You are known for professional poise and the ability to manage conflicting priorities * Technical Proficiency: Full proficiency in operating delivery platforms (Zoom, LMS) and project management tools. Experience with Mac and Google Suite is preferred * Organizational Rigor: Immaculate attention to detail with the ability to manage multiple concurrent workstreams without sacrificing quality * Communication: Strong presentation and facilitation skills with the confidence to emcee for large groups of enterprise sales and services professionals ABOUT MONGODB MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure. With offices worldwide and over 67,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software. Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.  To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world! MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. MongoDB is an equal opportunities employer. Req ID - 2273461411

Databricks

SLSQ227R839 THE TEAM The Partner Development Center (PDC) develops Databricks' C&SI partner ecosystem at scale. We accelerate the growth of Rising 100 and active Bronze partners through structured, high-touch engagement, while driving systematic activation of Bronze partners through AI-powered automation. Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones. Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners. THE ROLE This India-based Sr. Alliance Manager is the dedicated PDC resource for EMEA and APJ. You will manage approximately 50 Rising 100 C&SI partners across both regions, with additional accountability for Bronze-tier cohort activation. You will own the full partner development lifecycle: joint business plan design and coaching, Bronze-to-Silver progression mechanics, and co-sell coordination with field sales. Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones. This role reflects Databricks' deepening investment in India. As we expand COE partnerships with leading global SIs, this hire is the face of that investment for our EMEA and APJ partner ecosystem. WHAT YOU'LL DO Rising 100 White-Glove Engagement * Build and manage Joint Business Plans (JBPs) with ~50 Rising 100 SI partners: quarterly KPI setting, milestone tracking, and biweekly coaching cadences. * Drive partners against Rising 100 health metrics: sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift. * Own the opt-in commitment model: partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort. * Act as the regional escalation point for Rising 100 partners. Track where each partner stands against their next milestone before they ask. Bronze Scale Motion and Cohort Activation * Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver. Use regional data signals to sequence and prioritize outreach. * Drive partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration, and first high-intent lead. * Leverage Salesforce, Outreach, and partner portals to manage engagement at scale. Human touchpoints are allocated based on partner readiness and commercial potential. PDC Operations and Cross-Functional Coordination * Own PDC Office Hours and regional partners@ alias management for EMEA/APJ. * Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline with local country sales and alliance leaders. * Work with Ops and Enablement to identify and remove onboarding friction for India-based development center partners navigating Brickbuilder, certification tracks, and deal registration workflows. * Bring the voice of the EMEA/APJ partner ecosystem into PDC program design. Distinguish systemic issues from coaching gaps. WHAT WE LOOK FOR Non-Negotiable * 8+ years in Partner Sales or Partner Management at a top-tier or high-growth enterprise tech company, with direct, external, partner-facing responsibility. * Demonstrated track record designing partner engagement programs: KPI setting, cohort design, tier progression mechanics, and accountability to business outcomes. * Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP), including tier mechanics, certification tracks, deal registration, and co-sell motions. * Measurable partner outcomes on record: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs. * Ability to operate autonomously across global time zones with no local PDC team. Strongly Preferred * Direct Databricks ecosystem exposure: Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks. * Experience managing segmented partner populations using data signals to sequence and prioritize outreach across a large cohort. * India-based SI/consulting ecosystem familiarity: how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs. * Proficiency with Salesforce, Outreach, partner portals, and BI or analytics tools (Power BI, Tableau, or equivalent). * Experience facilitating virtual enablement sessions: office hours, 1:few partner workshops, webinars. The Person * Commercial orientation: you read business plans and ask what is actually driving the number. You know when a partnership is performing and when it is coasting. * Connector: you know which conversation to have and who needs to be in the room. You bring field AEs, partner leadership, and Databricks product teams to the same table when it matters. * Truth-seeker: you go to the source. When data and anecdote conflict, you ask why. You surface what is systemic versus what is fixable through coaching. * Partner experience: you think about what this program feels like from the partner's side. Friction in onboarding, slow follow-up, and vague milestone criteria are not small things. * Autonomous operator: you identify what needs to happen, align the right stakeholders, and move. You follow up before being asked. WHAT SUCCESS LOOKS LIKE IN THE FIRST 90 DAYS * Joint Business Plans reviewed and refreshed for all active Rising 100 EMEA/APJ partners. * Regional partner scorecard established: PVS baseline, sourced MRR pipeline, certification count, and deal registration volume per cohort. * Bronze cohort engagement sequence designed and piloted for at least one EMEA segment. * Key cross-functional relationships established with regional field AEs/SAs, local country alliance leaders (including EMEA Alliance team), and Partner Marketing. * PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Okta

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. OKTA is committed to a “Partner First” approach. This means that all of our business is conducted with and through our partners. Okta is currently seeking a Regional Alliance Manager with extensive experience in sales, strategy, and relationship management. The role aims to expand business through SI partners—such as consulting firms—with whom we collaborate globally, as well as through joint initiatives with these partners. This position requires strategic and analytical thinking regarding business, product, and technical challenges. Additionally, the candidate must be able to develop compelling value propositions, collaborate across the organization to generate demand, and drive revenue. This role reports directly to the Director of Channel and Strategic Alliances Key Responsibilities * Since activities are based on Okta’s global operations, collaboration with alliance teams working with target partners in each country is essential. * Develop annual business plans together with partners. The business plan includes investment, capacity building, marketing and demand generation, and sales strategy.  * You will collaborate with the pre-sales, enablement, and success teams to build sales, pre-sales, and post-sales capabilities within partner organizations. * You will generate pipeline and deal registration through MDF and sales strategies. * You will plan and execute pipeline generation strategies, including channel marketing activities with key partners and distributors. Help partners develop a POV (Point of View) on how to grow OKTA revenue. Build trust with partners and enable them to co-sell OKTA to their customer base. Work closely with the sales team to define customized value propositions that create new revenue opportunities while strengthening the value proposition to the market, and develop detailed go-to-market plans. Help partners ensure the success of our mutual customers through best-in-class Okta implementations, robust customer support, and adoption acceleration programs. Serve as the partner advocate within Okta, actively championing partners and the opportunities they bring by infusing Okta’s field sales team with the partner DNA. Convey partners’ feedback to Okta and Okta’s feedback to partners as needed to resolve issues and drive revenue growth Regularly manage and report on the sales pipeline Qualifications for this role * Over 10 years of partner management experience at a cybersecurity or SaaS company, with a proven track record of successful channel and field alliance strategies for revenue growth * Fluent Japanese and working-level English * Extensive experience driving demand generation and partner capability building * Track record of exceeding sales targets * Ability to deliver excellent results in a matrix organizational environment. This role will operate within the Japan sales team and the APJ partner team * Business leader capable of influencing decision-makers at all levels within partner and prospect organizations and building strong relationships   #LI-KH1 #LI-Hybrid P25166_3439707 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.