Public Sector Account Executive

Okta Inc.; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Well-being programs

Social impact initiatives

Career development & growth

Job summary

Okta is seeking a Public Sector Account Executive for the UK to drive territory growth across net new logos and existing customers. You will engage with C-suite and senior decision makers to articulate value, manage the sales cycle, and close multi-stakeholder deals.

You will work within Okta's Workforce Identity Cloud offering, leveraging partners and the broader ecosystem to maximize revenue. You will build thorough account plans, drive top-of-funnel activity, and adopt a value-based sales

Qualifications

• 4+ years of revenue growth in enterprise SaaS, ideally UK Public Sector.
• Ability to evangelize, educate and create demand with C-level decision makers.
• Navigate complex sales cycles with multiple stakeholders across customer and partner ecosystems.
• Experience selling into C-suite and building partnerships with multiple stakeholders.

Responsibilities

• Build account plans and territory strategy for UK Public Sector accounts.
• Generate pipeline and close net-new logos and expand existing Okta customers.
• Negotiate and close agreements to meet or exceed revenue targets.
• Leverage partners and Okta ecosystem to unlock new opportunities.
• Use MEDDPICC or similar framework to navigate complex deals.

Skills

SaaS sales

Public sector sales

C-suite selling

MEDDPICC

Tools

MEDDPICC framework

Job description

Secure Every Identity, from AI to HumanIdentity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.The Okta Sales TeamOkta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.Public Sector Sales Account Executive Opportunity - UK/I FocusAs an Okta Public Sector Account Executive, you will go to market as an expert on our Workforce Identity Cloud offering, helping public sector organisations improve productivity and strengthen security against the biggest identity threats. You will be focused on providing value to C-Suite and senior public sector decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers.What You’ll Be Doing:Establish a vision and plan to guide your long-term approach to net new logo pipeline generation and territory strategy across assigned UK Public Sector accountsBuild thorough account plans detailing customer strategy, financials, pains, workforce security objectives and key stakeholdersConsistently deliver revenue targets to support YoY territory growthProactively drive your own top of funnel activity through calls, InMails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your numberIdentify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookingsScope, negotiate and close agreements to consistently meet and exceed revenue quota targetsLeverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and OktaAdopt a strong value based sales approach, always looking to bring a compelling point of view to each customerLeverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of Okta solutionsDevelop trusted and long-term advisory partnerships with Executives in your accounts, leveraging Okta technology to support them in hitting their key strategic goalsHolistically embrace, access, and utilize Okta partners (GSIs, Channel & Alliances) to identify and open new, uncharted opportunitiesBuild and nurture effective working partnerships within your Okta ecosystem (SDRs/BDRs, Partners, Pre-Sales, Solutions Architects, Legal, Deal Desk, Customer First, etc)Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closingBuild mutual action plans in partnership with your customers to create shared accountabilityTravel as necessary to build and cultivate customer and prospect relationshipsWhat you’ll bring to the role:4 + years success in growing revenue for sophisticated, complex enterprise SaaS products, ideally within or aligned to the UK Public SectorExperience selling Workforce Security, Identity Management, or enterprise IT solutionsAbility to evangelize, educate and create demand with C-level decision makersAbility to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystemProven success selling into C-suite and building partnership and buy-in with multiple stakeholdersSignificant experience selling in partnership with GSI’s & the wider partner ecosystemExcellent communication and presentation skills with audiences of all levels and all technical aptitudesConfident and self driven with the humility required to successfully work in teamsExpertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)#LI-Hybrid#LI-JP3P12045_3564219The Okta ExperienceSupporting Your Well-BeingDriving Social ImpactDeveloping Talent and Fostering Connection + CommunityWe are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, pleaseOktaThe foundation for secure connections between people and technologyOkta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.