Enterprise Account Executive - Germany

📋 Description

• • As an Enterprise Account Executive at Okta, you will be a pivotal player in driving the growth of our enterprise business within the DACH region, specifically Germany. You will join a high-performing team focused on securing and expanding relationships with the largest multinational organizations. This role is designed for ambitious sales professionals who thrive in a dynamic, growth-oriented environment, capable of both landing new logos and expertly managing complex, high-value opportunities.
• • Your primary responsibility will be to act as a subject matter expert on Okta's comprehensive identity cloud offerings, encompassing both Workforce Identity and Customer Identity solutions. You will be instrumental in developing and executing strategic account plans for your assigned territory, employing a tiering approach to prioritize efforts and maximize impact. These plans will be meticulously crafted, detailing customer strategies, financial objectives, key pain points, business goals, and identifying critical stakeholders.
• • A significant aspect of this role involves proactive top-of-funnel activity. You will independently generate pipeline through a variety of channels, including LinkedIn InMails, industry events, strategic networking, and other creative outreach methods. The goal is to consistently maintain a robust pipeline sufficient to meet and exceed sales targets.
• • You will collaborate effectively with internal and external resources to amplify your sales efforts. This includes leveraging the expertise of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to identify and qualify new opportunities, partnering with Marketing to execute targeted campaigns, and engaging with our extensive Partner ecosystem to co-sell and expand market reach.
• • Beyond new logo acquisition, you will be responsible for identifying and capitalizing on upsell and cross-sell opportunities within your existing install base. This involves nurturing customer relationships, understanding their evolving needs, and demonstrating how Okta's solutions can further enhance their security posture and drive business success.
• • A core tenet of your approach will be value-based selling. You will consistently strive to articulate a compelling point of view, positioning Okta's solutions not just as technology, but as strategic enablers that help customers achieve their most critical business objectives.
• • Building and maintaining trusted, long-term advisory partnerships with executive-level stakeholders within your accounts is paramount. You will act as a strategic consultant, leveraging Okta's technology to help these leaders achieve their key strategic goals and navigate the complexities of digital transformation.
• • To effectively manage complex sales cycles, you will rigorously apply the MEDDPICC sales methodology. This structured approach will enable you to navigate intricate deal landscapes, identify and mitigate potential obstacles, and ensure a smooth path to closing business.
• • You will foster a collaborative approach with your customers by building mutual action plans. These plans will create shared accountability and ensure alignment on objectives, timelines, and success metrics.
• • Success in this role requires seamless collaboration with a wide array of internal cross-functional teams. This includes working closely with Sales Development, Channel & Alliances, Marketing, Pre-Sales Engineering, Solutions Architects, Legal, Deal Desk, and other specialized teams to ensure comprehensive support for your deals and the overall success of Okta within your accounts.
• • You will utilize Okta's Business Value team to quantify the return on investment (ROI) for your customers. This involves developing compelling business cases and delivering effective messaging that highlights the long-term strategic impact and financial benefits of adopting Okta solutions.
• • This role offers the opportunity to work remotely within Germany, contributing to a globally recognized leader in identity management. You will be empowered with the tools, technology, and support necessary to excel in a flexible and productive work environment, making a significant impact on Okta's continued growth and success in the enterprise market.