Regional Sales Manager, Okta
Southern California
$272-408k
Management platform securing resources from cloud to ground
Posted today
Management platform securing resources from cloud to ground
1001+ employees
Posted today
$272-408k
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- You will have 10+ years of a consistent track record of employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies
- You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota
- You have sold a similar complex software solution and have experience in any of the following: enterprise cloud 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 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
- Must be able to travel to customers, events, and team offsites
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
- Regional Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Okta
- Reporting to the Area Sales Director, the Regional Sales Manager will lead the sales process within an assigned territory of business for net new logos into prospective accounts and regional consultant influencers (5,000-20,000 employees)
- As an RSM, you will continually ensure assigned territory growth with net new logos and profitability by developing 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 business, 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 RSM that can identify net new 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 and teleconferences, 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
- We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth
- The work you’ll do will directly impact the experience of our customers
- You will establish a vision and plan to guide your long-term approach to net new logo pipeline generation
- You will consistently deliver ARR revenue targets to support YOY growth – dedication to the number and to deadlines
- Develop and execute 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 Enterprise 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
- Position Okta at both the functional and “business value” level with target stakeholders
- Champion Okta to prospective clients at sales presentations, site visits and product demonstrations
- 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
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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