Strategic Account Executive

Okta Inc.; Kansas City (MO); Remote; USD 120,000 - 200,000; Full time

Benefits offered by this job

Remote-friendly onboarding

Job summary

Okta Inc. is seeking a Strategic Account Executive to drive net-new logo generation and expand relationships with strategic customers.

You will engage C-suite leaders, navigate complex enterprise SaaS sales, and leverage Okta’s partner ecosystem to unlock new revenue opportunities across a national US footprint. You will manage end-to-end sales cycles, negotiate complex deals, and travel as needed, including onboarding at the SF HQ during the first week.

Qualifications

• :12+ years of revenue growth for sophisticated, complex enterprise SaaS products.
• Ability to evangelize, educate and create demand with C-level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• Significant experience selling in partnership with GSI’s & the wider partner ecosystem
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self-driven with humility to work in teams
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (MEDDPICC)
• This role requires in-person onboarding and travel to SF HQ during the first week of employment

Responsibilities

• Establish a vision and plan to guide your long-term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to meet and exceed revenue quota targets
• Holistically embrace, access, and utilize Okta partners to identify and open new opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
• Adopt a strong value based sales approach, always bringing a compelling point of view
• Travel as necessary to build and cultivate customer and prospect relationships

Skills

Enterprise SaaS selling

C-level engagement

Complex sales cycles

Multi-stakeholder collaboration

Partner ecosystem (GSI)

Communication & presentation

Sales framework (MEDDICC/Sandler)

Travel readiness

Job description

**Secure Every Identity, from AI to Human**Identity 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.**Strategic Account Team**We have a team of highly experienced sellers who are targeting Okta’s largest customers. This segment represents one of the biggest opportunities for growth at Okta. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.**The Strategic Account Executive Opportunity**The successful Okta Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats.As an Okta Strategic AE, you will be focused on providing value to C-Suite 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. You will continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Auth0 customers.**What You’ll Be Doing:*** Establish a vision and plan to guide your long-term approach to net new logo pipeline generation* Consistently deliver revenue targets to support YoY territory growth* Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings* Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers* Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets* Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities* Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)* Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer* Travel as necessary to build and cultivate customer and prospect relationships**What you’ll bring to the role:*** *12* + years success in growing revenue for sophisticated, complex enterprise SaaS products* Ability to evangelize, educate and create demand with C-level decision makers* Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem* Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders* Significant experience selling in partnership with GSI’s & the wider partner ecosystem* Excellent communication and presentation skills with audiences of all levels and all technical aptitudes* Confident and self driven with the humility required to successfully work in teams* Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)* *This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment*#LI-RemoteP26169