Strategic Account Executive, Okta
Travel & Retail
Management platform securing resources from cloud to ground
Job no longer available
Management platform securing resources from cloud to ground
1001+ employees
Job no longer available
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- You will have 12+ years of a consistent track record of employment with direct field sales experience developing new logos selling enterprise cloud software to Fortune 500 companies
- You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota
- You have sold similar complex cloud software solutions and have experience in any of the following: enterprise Cloud/SaaS software or infrastructure management, application development and management, business applications, and/or analytics
- You have a measurable track record in new business development and over achieving sales targets
- Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly
- Experience in successfully selling during market creation phase
- Proven track record of successfully closing six-seven figure software cloud deals with prospects and customers in the defined territory
- Experience in the “C” suite, strong executive presence and polish, and excellent listening skills
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus
- Bachelor's degree preferred
What the job involves
- Our Strategic Account Executives (SAE) orchestrate and lead the sales engagements of our largest UKI customers
- The SAE will be expected to build first class Account plans outlining the Customers strategy, objectives and financial status and the associated stakeholder maps for executive, management and account team alignment to drive to a trusted long term advisory partnership
- The SAE will collaboratively plan and orchestrate the execution of the aligned account strategies and sales engagements to ensure there is opportunity generation, relationship alignment throughout and cadence and governance of the account
- The SAE is expected to present Okta’s proposals, negotiate terms and pricing to ensure the right outcome for the customer and Okta at all stages of the relationship
- The SAE will also be required to identify new business leads that fit within ideal client profiles to market the company’s products and services that will meet potential client’s needs
- The SAE will be expected to align with the Global partners also engaged with the customer to build sustainable strategic engagements and to work on Account Based Marketing to ensure that Okta investment continues to build and align with the customer
- We are seeking a passionate, strategic, customer focused professional to drive new revenue growth from the Fortune 500 accounts
- Strategic Account Executives are individual contributors who play a vital role in driving a significant share of revenue for Okta
- You will establish a vision and plan to guide your long-term approach to the accounts assigned in your Territory
- You will consistently deliver ARR revenue targets to support 40% YOY growth – dedication to the number and to deadlines
- Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
- Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region
- Explore the full spectrum of relationships and business possibilities across the client’s entire org chart
- Become known as a thought-leader in Okta’s platform and the vertical in which you are aligned
- Expand relationships and orchestrate complex deals across more diverse business stake-holders
- Embrace to Okta’s #1 core value “to always love our customers”
- Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities
- Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions
- Position Okta at both the functional and “business value” level with target stakeholders
- Champion Okta to prospective clients at sales presentations, site visits, and product demonstrations
- Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally) with humility and enthusiasm
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Diversity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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