Strategic Account Executive, Okta
$264-396k
OTE
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$264-396k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organizations. Strategic at Okta means any organization with 20,000 employees or more
- Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typically selling deals that could be land and expand but aiming for 6 to 7 figure ARR contracts
- Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc
- Expert using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
- Significant experience selling in partnership with GSI’s & the wider partner ecosystem
What the job involves
- Our Strategic Account Executives lead the sales process within an assigned territory of new logos for prospective Fortune 500 accounts and regional consultant influencers
- We need a Strategic Account Executive who will continually ensure assigned territory developing new logos and profitability within Fortune 500 accounts by developing solid business relationships with new and existing clients for Okta
- You will plan and execute strategies and sales tactics in the following areas: generating new logos, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts
- Go to market as an expert on both our Workforce and Customer identity cloud offerings
- Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders
- Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region
- Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number
- Equally utilize Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities
- Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta
- Adopt a strong value based sales approach; always looking to bring a compelling point of view to our customers
- Develop trusted and long term advisory partnership with Executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals
- Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing
- Build mutual action plans in partnership with your customers to create shared accountability
- Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta
- Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions
- Leverage cross border relationships with AE’s in other regions when managing global accounts
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.
Salary benchmarks
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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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