Strategic Account Executive, Southern California

March 20

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Okta

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The World's Identity Company

Identity Management • Access Management • Single Sign-On • SaaS • Cloud

5001 - 10000

Description

• 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. • As a Strategic Account Executive you will: • 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.

Requirements

• 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

Benefits

• Amazing Benefits • Making Social Impact • Fostering Diversity, Equity, Inclusion and Belonging at Okta