Strategic Account Executive

📋 Description

• • As a Strategic Account Executive at Okta, you will be at the forefront of driving growth within our largest and most strategic customer accounts. This pivotal role is designed for a highly motivated, self-driven, and experienced sales professional who possesses a deep passion for security and a proven ability to protect organizations against the most significant identity-related threats.
• • You will be instrumental in shaping and executing a long-term vision for generating pipeline within your assigned territory, focusing on both net-new logo acquisition and the cultivation of existing Okta customers. Your primary objective will be to consistently deliver revenue targets, contributing to year-over-year territory growth and solidifying Okta's market leadership.
• • The core of your responsibility will involve identifying, developing, and executing sophisticated account strategies. This includes generating a robust sales pipeline, driving opportunities to closure, and ensuring repeatable and predictable bookings that meet and exceed revenue quotas.
• • A key aspect of this role is your ability to identify, target, and gain access to key decision-makers and influencers within prospect organizations. You will be responsible for building and nurturing a strong network of C-suite executives and other relevant stakeholders, understanding their strategic objectives and aligning Okta's solutions to their needs.
• • You will meticulously scope, negotiate, and close complex enterprise agreements, demonstrating a strong understanding of value-based selling principles. Your approach will be consultative, always aiming to provide a compelling point of view and demonstrate the tangible business value Okta delivers.
• • A significant part of your success will depend on your ability to holistically embrace, access, and leverage Okta's partner ecosystem, including Global System Integrators (GSIs) and other channel partners. You will collaborate with partners to identify and unlock new, often uncharted, market opportunities, creating a synergistic approach to account penetration and expansion.
• • Building and nurturing effective working partnerships within the internal Okta ecosystem is crucial. This includes close collaboration with Extended Sales Representatives (xDRs), partners, Presales Engineers, Customer First teams, and other cross-functional groups to ensure a cohesive and successful customer engagement strategy.
• • You will adopt and champion a strong value-based sales methodology, consistently seeking to bring a compelling and differentiated point of view to every customer interaction. This involves understanding the evolving threat landscape and articulating how Okta's identity solutions provide critical protection and enable business transformation.
• • The role requires a proactive and strategic approach to territory management, including regular travel as necessary to build and cultivate strong relationships with customers and prospects. This face-to-face interaction is vital for understanding client needs, presenting solutions, and closing deals.
• • You will be expected to evangelize, educate, and create demand among C-level decision-makers, positioning Okta as a strategic partner in their digital transformation and security initiatives.
• • Navigating complex sales cycles with multiple stakeholders, both from the customer side and within Okta's internal structure, will be a daily requirement. Your ability to manage these complexities effectively will be a key determinant of your success.
• • You will be responsible for building and maintaining buy-in from multiple stakeholders within target accounts, ensuring alignment and support for Okta's solutions throughout the sales process.
• • This role is remote, but requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment to ensure a comprehensive integration into the team and company culture.
• • You will be a confident, self-driven individual with the humility necessary to collaborate effectively within a team environment, sharing best practices and contributing to the collective success of the Strategic Account team.