Area Vice President of Strategic Sales, Okta
$408-612k
OTE
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$408-612k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 10+ years’ experience building and running sales teams in a SaaS environment
- Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
- 3+ years’ experience as a second line sales leaderPreviously led a $20M+ (minimum) ARR sales organization with 40%+ growth
- Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
- 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
- Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers
- History of consistently meeting/exceeding targets and objectives personally and as a leader
- Proven ability to hire and retain a high performing sales team with humility and confidence
- Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels
- Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
What the job involves
- Okta 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
- 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 Area Vice President of Strategic Sales will define market tactics to meet annual business goals
- They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex Eastern territory
- This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually
- In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high-performing sales organizations
- This individual will play a key role in driving a significant share of revenue for Okta
- Attract, recruit, hire, and mentor the Strategic sales leadership team. Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Desk Desk etc.)
- Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable
- Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results
- Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same
- Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.)
- Effectively develop, design, build, and execute all aspects of the (Segment) business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results
- Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Region
- 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
- Exhibit a growth mindset with the ability to outline the long term vision and strategy
- Travel as necessary to build and cultivate customer and prospect relationships
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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