Senior Services Account Executive, Okta
SLED
$201-301k
OTE
In addition, Okta offers equity (where applicable) and incentive compensation. Salary applicable to California, Colorado, New York and Washington applicants only and may vary for Chicago applicants
Management platform securing resources from cloud to ground
Job no longer available
Management platform securing resources from cloud to ground
1001+ employees
Job no longer available
$201-301k
OTE
In addition, Okta offers equity (where applicable) and incentive compensation. Salary applicable to California, Colorado, New York and Washington applicants only and may vary for Chicago applicants
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 8+ years of experience selling Professional Services or Technology Solutions
- 5+ years of experience in the Public Sector space
- Have met and exceeded bookings and utilization targets
- Building and maintaining positive relationships with key partners throughout a delivery process
- Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings
- Breadth of knowledge executing the SOW/Proposal processes by scoping, producing, and delivering to the customer SOW’s that meet customers documented requirements
- Can articulate relevant customer success stories and metrics that demonstrate value to the customer
- Some experience with technologies and protocols to support identity federation and robust access control models (e.g., SAML 2.0, XACML, WS-Federation, WS-Trust, OAuth, OpenID)
- Some knowledge of enterprise web technologies, security and state of the art infrastructures
- General knowledge of cloud architecture as well as on-premise IT landscape
- Some knowledge and experience in Identity and Access Management (IAM) and Security space preferred
- AD and LDAP experience is useful
- SaaS experience: Salesforce, NetSuite, Workday, Okta preferred
- Project Management experience is a plus
- Experience working with Public Sector/State & Local Government customers
- Ability to learn Okta solutions at a fairly technical level
- You exhibit confidence and a deep understanding of emerging industry practices when solving business problems
- In addition, we want someone who displays certainty in driving requirements, estimating, scoping, and selling proposals. You can identify critical issues with ease, while pushing creative thinking beyond the boundaries of existing industry practices and customer mindsets
- Drives customer interactions and provides mentorship and structure to SOW proposal development and PS sales cycles
- Communicates with internal and external customers and management
- Effectively communicate technical information to non-technical audiences
- Delivers informative, well-organized presentations
- Understands how to communicate difficult/sensitive information thoughtfully
- Team and Customer Interaction
- Facilitates and leads effective team interaction
- Communicates effectively with customers to identify needs and evaluate alternative business and technical solutions with customers
- Continually seeks opportunities to increase customer satisfaction and deepen client relationships
- Manages client expectations effectively
- Additional requirements:
- This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire
What the job involves
- The Services Account Executive, Public Sector is a Services Sales role responsible for selling Okta Professional Services and Professional Services business development to our Public Sector (SLED) customers
- We are looking for an experienced services sales person who excels in positioning the value of Okta Professional Services
- They will be responsible for conducting customer meetings with C-level personnel and negotiating SOW terms and fees
- The Services Account Executive is accountable for meeting Professional Services booking quota and is a governing partner during delivery
- You will partner with the license sales team and lead with scoping, selling, and positioning of Okta Professional Services with the goal of delighting our customers by accelerating their time to value
- As a governing partner during delivery, you will provide leadership and mentoring as needed to the PS Delivery team, responsible for a smooth transition to the Delivery team, and collaborate with the Customer Success ecosystem to ensure deployment meets what was sold
- Finally, you will also be responsible for the continuous improvement of services sales processes and methods
- This role will report to the Director, Public Sector Services Sales
- Articulate and sell the value of Okta Services within prospective and existing accounts enterprise customers
- Work in conjunction with Sales Representatives, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive Okta proposal
- Own Services pursuits (bookings quota) and revenue performance in territory
- Plan and lead Professional Services scoping activity with prospective customers and produce proposal, level of effort, Statement of Work, and resource plans
- Plan and lead Training positioning and discovery with prospective customers, make training recommendations, and ensure appropriate training is included in proposals and quotes
- Work harmoniously with Okta channel partners on joint proposals and scoping to ensure customer success
- Being recognized by customers as a trusted advisor in product deployment and process decisions
- Perform in a billable capacity as a governing partner during implementation to continue customer sponsor and executive relationship, and assist with critical issues and expectation coordination
- Participate in virtual teams to assist buildout Okta Services methodologies, processes, offerings/services, and collateral
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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