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In this episode of Inside Partnering, host Chip Rodgers sits down with Josh Greene, Area VP Cloud Alliances at Okta, at Okta’s San Francisco HQ.
Josh shares how Okta and AWS are deepening their strategic partnership across co-sell, marketplace, and AI. He explains how data-driven co-selling reveals higher conversion rates, why internal alignment is critical to joint success, and what’s next for Okta’s AI strategy around agentic AI and AWS Bedrock.
From joining Okta after five years at AWS to achieving the $1B marketplace milestone, Josh offers a rare insider view of what makes hyperscaler partnerships work.
Tune in for insights on identity security, co-sell execution, and building better-together stories that drive customer value.

Chapters
00:00 – Intro at Okta HQ
01:00 – Josh’s career journey (AWS → Okta)
02:00 – What Global Cloud Alliances does at Okta
04:00 – Marketplace milestone – $1B transactions
06:00 – Co-sell data and pipeline insights
07:30 – Building better-together stories by industry
09:30 – Measuring impact and sales alignment
10:15 – AI and agentic AI use cases with AWS Bedrock
11:30 – Closing thoughts and future of cloud alliances

Key Takeaways
1. Data-driven co-sell reveals measurable value in conversion and retention.
2. Marketplace success builds trust and momentum for deeper partnership motions.
3. Alignment across sales, product, and marketing is vital for credibility with hyperscalers.
4. Industry-specific use cases make the better-together story real.
5. AI and agentic use cases represent the next growth wave for Okta and AWS.

Key Quotes
• “When sales leaders see higher close rates when we co-sell with AWS, that evidence is pretty convincing.”
• “We’re unlocking new value beyond marketplace to mature the partnership.”
• “Industry specificity is what customers and AWS now expect.”
• “Agentic AI creates the next wave of potential for Okta and Auth0.”

Final Thoughts
This episode is for alliance leaders, ISV executives, and cloud strategists who want to see how Okta and AWS translate partnership theory into real-world growth.

Hashtags
#InsidePartnering #Okta #AWS #CloudAlliances #Marketplace #IdentitySecurity #CoSell #PartnerEcosystem #AI #AgenticAI