Vice President
Sled Sales
Posted on 3/20/2023

5,001-10,000 employees

Online identity verification solutions
United States
Experience Level
Desired Skills
Data Analysis
Sales & Account Management
  • Success hiring, leading, and developing high performing teams
  • Success adapting and growing in fast-growing and changing environments
  • Success effectively influencing key stakeholders at our customers and inside of Okta
  • Success orchestrating and aligning decision makers around a common objective
  • Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
  • 10+ years' experience building and running enterprise sales teams in the software industry
  • 3+ years' experience as a second line (or third line) sales leader
  • Must have previously led a $50M+ (minimum) ARR sales organization with 40%+ growth
  • Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics. Subscription, SaaS, or Cloud software experience
  • History of consistently meeting/exceeding targets and objectives personally and as a leader
  • Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
  • Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions
  • Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations
  • Mastery of Consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
  • Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs and Line of Business
  • Operationally strong and experienced bringing process and rigor to his/her organization
  • An innovator with the courage to nourish “outside the box” thinking to surface and pursue new ideas
  • Additional requirements:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses
  • Develops Talent: Developing people to meet both their career goals and the organization's goals
  • Drives Results: Consistently achieving results, even under tough circumstances
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies
  • Amazing Benefits
  • Making Social Impact
  • Fostering Diversity, Equity, Inclusion and Belonging at Okta
  • Able to attract, recruit, hire and mentor the SLED sales leadership team
  • Manage a team of SLED second/front line leaders and partner closely with other functional teams (SEs, PS, Channel/Alliances team, Legal, Desk Desk etc.)
  • Open, inclusive and fostering a positive successful team oriented environment, building a results-driven culture of accountability and transparency
  • Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team
  • Accountable for consistently delivering and overachieving against targets - ensuring Okta's goals, and objectives are achieved consistently and sustainably
  • Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
  • Accountable for accurate forecast monthly, quarterly, and annual targets; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
  • Effectively develop, design, build, and execute all aspects of the SLED business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results
  • Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, enterprise accounts/prospects, partners or industry verticals
  • Unearth customer insights, define the value proposition, determine appropriate sales and marketing strategy to maximize growth objectives
  • Own the pipeline generation strategy and with internal stakeholders to execute against the strategy
  • Maintain market intelligence and develop strategies to maintain Okta's leadership position
  • Growth mindset with the ability to outline the long term vision and strategy
  • Provide leadership and oversight to ensure the team leverages and deploys resources efficiently and for the highest impact. Collaborating with sales engineering, channels/alliances, customer success, renewals professional services, product, legal, marketing, and engineering teams to create a seamless customer experience
  • Ensure the best utilization of supporting resources jointly with the Sales management team Develop and maintain relevant senior level contacts within the Okta partner eco-system (ISVs, resellers, and GSIs)