Manager Enterprise Deal Strategy, Okta
West
$112-210k
Salary dependent on location + Offers equity (where applicable), + Bonus
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$112-210k
Salary dependent on location + Offers equity (where applicable), + Bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Minimum 5 years of Sales support experience in the technology industry with at least 3 years experience in a Deal Desk role
- A willingness to enforce deal governance and compliance policies with a thorough understanding of the SaaS revenue model and reporting
- Demonstrated project management experience or participation in process improvement efforts
- Excellent communication skills, written & verbal, with the ability to explain complex concepts clearly and effectively across all levels of the organization
- Proven performance in negotiating and closing large enterprise SaaS agreements
- Aptitude in prioritizing, maintaining attention to detail, and producing timely and quality work under high pressure and tight deadlines with the capacity to lead and engage in multiple initiatives at the same time
- Strong research, analytical, and problem-solving competencies with a growth mindset
- Proficiency in Salesforce and Google Workspace is required with intermediate knowledge of Excel and Tableau preferred
What the job involves
- In this role, your primary function will be to strategically and effectively model and structure non-standard proposals and contracts that mutually benefit Okta and its Customers in the West region of the United States.
- You will be well-positioned as the “pulse” of the business and strategic adviser to the Sales organization. This is your role if you have a successful track record of thriving in ambiguity within a rapidly growing environment and solving complex problems
- Serve as an expert on deal structuring, pricing, commercial terms, processes, and policies and ensures that all non-standard commercial terms are reviewed, approved, and documented correctly in accordance with Revenue Operations requirements. Strategize with Sales and internal stakeholders, including Accounting, Revenue Operations, Legal, Compliance, and Product to structure and position complex deals.
- Provide Revenue Operations and Accounting teams with context and clarification on complex deal structures and metric treatment related to booking, invoicing, internal reporting, etc
- Collaborate with and provide guidance and deal insights to cross-functional teams to drive change and proactively design solutions to solve complex problems
- Build scalable and efficient processes to operationalize excellence to ensure timely and accurate closure of deals
- Identify deal trends and develop and implement best practices with a data-driven mentality
- Partner with sales leadership to identify areas of opportunity and provide detailed insights into the business
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 values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
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.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Salary benchmarks
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Diversity, Equity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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