Strategic Account Executive

Posted on 10/13/2023

INACTIVE

5,001-10,000 employees

Online identity verification solutions

Company Overview

Okta stands out as a leading independent identity provider, offering a robust Identity Cloud that enables secure and efficient connection between people and technologies, a feature trusted by over 10,000 organizations including prominent names like JetBlue, Nordstrom, and Slack. The company's competitive edge lies in its extensive pre-built integrations, numbering over 7,000, with applications and infrastructure providers, simplifying and securing access for people and organizations globally. Okta's culture of fostering confidence and potential in its workforce and customers, coupled with its industry leadership and technical prowess, makes it an attractive workplace.

Company Stage

IPO

Total Funding

$1.2B

Founded

2009

Headquarters

San Francisco, California

Growth & Insights

Headcount

6 month growth

↑ 9%

1 year growth

↑ 15%

2 year growth

↑ 87%

Locations

Charlotte, NC, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Data Analysis

Management

Sales

CategoriesNew

Business & Strategy

Sales & Account Management

Requirements

You will have 12+ years of a consistent track record of employment with direct field sales experience developing new logos selling enterprise cloud software to Fortune 500 companies
You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota
This role must sit in region ( North Carolina Preferred)
You have sold similar complex cloud software solutions and have experience in any of the following: enterprise Cloud/SaaS software or infrastructure management, application development and management, business applications, and/or analytics
You have a measurable track record in new business development and over achieving sales targets
Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly
Experience in successfully selling during the market creation phase
Proven track record of successfully closing six-seven figure software cloud deals with prospects and customers in the defined territory
Experience in the “C” suite, strong executive presence and polish, and excellent listening skills
Bachelor's degree preferred
Amazing Benefits
Making Social Impact
Fostering Diversity, Equity, Inclusion and Belonging at Okta

Responsibilities

You will establish a vision and plan to guide your long-term approach to new logo pipeline generation within a defined territory of 6-8 Fortune 500 accounts
You will consistently deliver ARR revenue targets to support 40% YOY growth
Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region
Explore the full spectrum of relationships and business possibilities across the client's entire org chart
Become known as a thought-leader in Okta's platform
Expand relationships and orchestrate complex deals across more diverse business stake-holders
Embrace to Okta's #1 core value to always love our customers
Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities
Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions
Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally) with humility and enthusiasm

Desired Qualifications

Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

The Strategic Sales Team

Our Strategic Account Executive’s will develop new logos and profitability within Fortune 500 accounts by expanding solid business relationships with new and existing clients for Okta. You will plan and execute strategies and sales tactics in the following areas: generating new logos, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts.

We also require a Strategic Account Executive to identify new business leads that fit within ideal client profiles to market the company’s products and services that will meet potential client’s needs. You will initiate contact and follow-up on sales meetings, meet sales objectives and targets at profitable rates, move prospects into implementation, and meet established sales goals and quota schedule per plan year’s objectives. You will work with sales support to initiate customized proposals and communication for prospective clients and develop familiarity with potential clients to best meet their needs and to field inquiries.

The Strategic Account Executive Opportunity

Reporting to the Area Sales Director, our Strategic Account Executives lead the sales process within an assigned territory of new logos for prospective Fortune 500 accounts and regional consultant influencers.

What you’ll be doing

You will establish a vision and plan to guide your long-term approach to new logo pipeline generation within a defined territory of 6-8 Fortune 500 accounts.
You will consistently deliver ARR revenue targets to support 40% YOY growth
Develop and execute consultative/solution sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region
Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
Become known as a thought-leader in Okta’s platform.
Expand relationships and orchestrate complex deals across more diverse business stake-holders.
Embrace to Okta’s #1 core value to always love our customers.
Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities.
Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.
Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally) with humility and enthusiasm.

What you’ll bring to the role

You will have 12+ years of a consistent track record of employment with direct field sales experience developing new logos selling enterprise cloud software to Fortune 500 companies.
You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota.
This role must sit in region ( North Carolina Preferred)
You have sold similar complex cloud software solutions and have experience in any of the following: enterprise Cloud/SaaS software or infrastructure management, application development and management, business applications, and/or analytics.
You have a measurable track record in new business development and over achieving sales targets.
Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly.
Experience in successfully selling during the market creation phase.
Proven track record of successfully closing six-seven figure software cloud deals with prospects and customers in the defined territory.
Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.
Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.
Bachelor’s degree preferred.

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:

$264,000—$396,000 USD

What you can look forward to as an Okta employee!

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

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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 participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.