Sales Enablement Manager - APJ

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.

Newrelic

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity As Senior Legal Counsel, you will join our dedicated, collaborative global legal team supporting diverse commercial matters, including growth across the APJ region with particular focus on Japan. You will have a voice that is heard and respected, while encouraged to grow in your abilities and curate your own career path. If you have a drive for supporting sales teams and revenue growth, with expertise as a transactional lawyer negotiating contracts in the Software-as-a-Service industry, read on! In this role, you will primarily support New Relic's commercial activities by structuring, negotiating, and closing contracts. You will also build upon scalable processes to manage those matters. You will be responsible for both direct and partner contract negotiations, including related privacy and security topics. We'll need you to have excellent communication skills, tailoring messaging to both internal departments and external business clients while addressing complex issues with attention to accuracy and detail. This is a great opportunity if you have a passion for technology, excellent problem-solving skills, and an ability to thrive in a fast-paced, changing environment.   What you’ll do * Draft, review, and negotiate SaaS contracts, and other commercial agreements in support of our go-to-market efforts; * Support and coach sales teams on deal structure, contract negotiations, and customer contract disputes; * Analyze and advise internal stakeholders and leadership teams on risk in contracts in the APJ (Asia Pacific and Japan) regions in connection with our commercial, partner, and privacy commitments, exercising sound judgment and strategic decision-making to benefit the future of the business; * Act as a central point of contact for any new and updated agreement templates, including master agreements, amendments, and data processing agreements. Template management includes primary responsibility for all Japanese form agreements; * Partner with Contract Managers and Deal Desk to drive execution of agreements and order forms, and be a point of escalation and source of mentorship/collaboration for decisions requiring counsel authority; * Partner with Privacy Legal to drive understanding, risk tolerance, and standardization of responses with respect to global privacy regulatory regimes particularly in Japan; * Work closely with the Partner sales team and the Partner business team to set up and grow New Relic business through Partners such as resellers, distributors, managed service providers, and system integrators; * Serve as a trusted advisor and business partner by providing practical guidance for accomplishing New Relic's overall business objectives that balances business objectives and legal risk, taking into account companies policies and positions; * Gain an understanding of New Relic’s SaaS and business, including our product-led growth strategy and consumption-based model, and stay informed about our rapidly evolving technology, buying programs, and laws that impact our business; * Stay at the forefront of legal issues and opportunities, including leveraging AI as a work tool, negotiating terms that govern AI in the product, and monitoring relevant regulatory frameworks as they evolve; * Review and advise the marketing and procurement teams on requests related to miscellaneous Japanese commercial contracts; * Drive operational excellence via continuous development of our processes, workflows, templates, playbooks, and how we support go-to-market efforts across multiple jurisdictions; and * Support company initiatives, including new product launches, monetization, special projects, and enablement for internal teams.   This role requires * Japanese qualified attorney with 5 - 7 years experience post-qualification, including time in an English speaking jurisdiction and experience negotiating commercial contracts with a solid knowledge of technology, contract law, and revenue recognition principles * Fluent English speaker with high-level written English skills to enable strong communications and negotiations, both verbal and written * Proficiency negotiating topics such as artificial intelligence, privacy, security, and data protection in the commercial contract context; * Strategic, hands-on approach to supporting execution of Sales’ deals in APJ (Asia Pacific and Japan) region; * Experience negotiating and advising on partner contracts e.g. through resellers or global system integrators;  * Ability to work on your own and prioritize multiple, often competing, deliverables while managing expectations meeting deadlines; * Outstanding interpersonal skills and the ability to coordinate effectively and gain trust and confidence with personnel at many different levels; * Ability to work as a team member of the legal department in a scalable, autonomous and accountable manner, and demonstrating flexibility across matter types and time zones; * Attention to detail and excellence in contract drafting and dispute management, as well as ability to communicate in a precise, effective manner with various teams and customers; and * Eager to chip in wherever and whenever help is needed.   Bonus points if you have * 10+ years of professional experience; * 4+ years of in-house experience; * An eagerness to leverage AI, with a deep understanding of AI products, LLMs and the related legal issues; * Understanding of software development, design, or product management processes;  * Industry specific knowledge in any of the following: Financial Services, Healthcare, Telecoms, Insurance and/or Consumer; and * CIPP/A certification or similar privacy law experience. Please note that visa sponsorship is not available for this position. #LI-RT #LI-Hybrid Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.  If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com. We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.  Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

DeepL

MEET DEEPL DeepL is a global AI product and research company focused on building secure, intelligent solutions to complex business problems. Over 200,000 business customers and millions of individuals across 228 global markets today trust DeepL's Language AI platform for human-like translation, improved writing and real-time voice translation. Founded in 2017 by CEO Jaroslaw “Jarek” Kutylowski, DeepL now has around 1,000 passionate employees and is supported by world-renowned investors including Benchmark, IVP, and Index Ventures. Our goal is to become the global leader in trusted, intelligent AI technology, building products that drive better communication, foster connections, and create a meaningful impact. To achieve this, we need talented people like you to join our journey. If you’re ready to shape the future of AI and grow your career in a fast-moving, purpose-driven environment, DeepL is your next destination. WHAT SETS US APART What sets us apart is our blend of cutting-edge AI technology, meaningful work, and a culture where people truly thrive. We’re a team of innovators, researchers, and creators driven by a shared purpose to unlock human potential by making work simpler, smarter, and more connected. When we share what it’s like to work at DeepL, the reactions are overwhelmingly positive. This might be because of our technology that helps millions of people and businesses communicate and work better every day, or because of the trust, curiosity, and care that shape our culture. What we know for sure is this: being part of DeepL means joining a team dedicated to innovation, growth, and well-being. Discover more about life at DeepL onLinkedIn,Instagram, and our Blog. ABOUT THE ROLE As the Lead Solutions Consultant for APJ, you will be the senior technical voice for DeepL's full product range across the region - spanning AI translation, Language AI workflows, and DeepL Voice for real-time multilingual communication. This is not a slide-deck role. You will sit at the intersection of enterprise strategy, solution architecture, and complex deal execution - engaging directly with enterprise customers, partners, and key stakeholders from day one. Working in close partnership with Account Executives, Marketing, Product, and Customer Success, you will deliver tailored solutions that meet the needs of clients across the region. You will also play a critical role in further evolving our discovery frameworks, building reusable assets, and feeding structured field insight back to global Product and Engineering teams. YOUR RESPONSIBILITIES * Act as a trusted technical advisor, elevating conversations by mapping DeepL's Language AI and Voice platform to customer business goals and integration needs. * Lead technical discovery and deliver highly tailored demos, presentations, and prototypes that showcase how DeepL integrates into enterprise environments. * Design, scope, and execute POCs and proof-of-value engagements across DeepL's full Language AI platform - including Voice for Meetings, Conversations, and API - demonstrating, not just describing, how DeepL fits into complex enterprise workflows. * Partner with Account Executives throughout complex sales cycles, providing expert guidance on APIs, SSO (SAML, OAuth, OpenID Connect), real-time streaming, and enterprise security and compliance requirements. * Serve as the voice of the customer internally, surfacing feedback and market insights to Product and Engineering teams to help shape roadmap priorities. * Build and maintain a library of enablement resources - demo environments, best-practice guides, and technical collateral WHAT YOU BRING * 7-10+ years of client-facing technical experience in a Solutions Consulting, Solutions Engineering, or Pre-Sales ideally within language technology, enterprise SaaS, CCaaS, or AI environment * A proven track record - you designed customer solutions, built technical credibility with prospects, and impacted deal closure * Strong technical foundation - you are comfortable talking about REST APIs, authentication and SSO frameworks (SAML, OAuth, OpenID Connect, Azure AD), and common SaaS integration patterns * A workflow transformation mindset - you think in before-and-after states, can map a complex enterprise workflow, and know how to make the case for changing something an organisation has relied on for years * Strong enterprise instincts - you have navigated programme managers, IT architects, and C-level buyers in the same deal. You simplify complexity and make platform transformation feel achievable * Security and compliance fluency - comfortable discussing data residency, security posture, and governance frameworks with IT and legal audiences * Fluency in Japanese is mandatory, and we have a strong preference for fluency in English. Additional language proficiency is always an advantage. WHAT WE OFFER * Diverse and internationally distributed team: joining our team means becoming part of a large, global community with people of more than 90 nationalities. We're more than just colleagues; we're a group of professionals with a shared mission to connect diverse cultures. Our global presence is growing–we've doubled in size nearly every year, with our employees based in the UK, Germany, the Netherlands, Poland, the US, and Japan, and we continue to expand our network. * Open communication, regular feedback: as a language-focused company, we value the importance of clear, honest communication. We value smooth collaboration, direct and actionable feedback, and believe that leading with empathy and growth mindset makes us better together. * Hybrid work, flexible hours: we offer a hybrid work schedule, with team members coming into the office twice a week. This allows you to engage directly with your team and experience the unique energy of our workspace, while still enjoying the flexibility and comfort of working from home. With flexible working hours and trust in your productivity, we are in sync with your team's general locations and time zones to foster effective and seamless collaboration. * Virtual Shares - An ownership mindset in every role. We believe everyone should share in our success, and that's why every employee receives Virtual Shares, linking your contribution directly to DeepL's growth and rewarding you with a stake in our future. * Regular in-person team events: we bond over vibrant events that are as unique as our team, from local team and business unit gatherings, to new-joiner onboardings, to company-wide events that bring us all together–literally. * Monthly full-day hacking sessions: every month, we have Hack Fridays, where you can spend your time diving into a project you're passionate about and get the opportunity to work with other teams–we value your initiatives, impact, and creativity. * 20 days of annual leave: we value your peace of mind. With 20 days off (excluding public holidays) and access to mental health resources, we make sure you're as strong mentally as you are professionally. * Competitive benefits: just as our team spans the globe, so does our benefits package. We've crafted it to reflect the diversity of our team and tailored it to align with your unique location, to ensure you feel supported every step of the way. If this role and our mission resonate with you, but you're hesitant because you don't check all the boxes, don't let that hold you back. At DeepL, it's all about the value you bring and the growth we can foster together. Go ahead, apply—let's discover your potential together. We can't wait to meet you! #LI-VT1 WE ARE AN EQUAL OPPORTUNITY EMPLOYER You are welcome at DeepL for who you are - we appreciate authenticity here. Our product is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all succeed, contribute, and think forward! So bring us your personal experience, your perspectives, and your background. It’s in our diversity that we will find the power to break down language barriers in the world.