Distinguished Solution Engineer, Okta

• 15+ years of experience in identity, cybersecurity, SaaS or AI-related domains
• Proven track record of driving strategic sales programs and large, complex deal pursuits
• Deep understanding of applications in enterprise go-to-market and security contexts
• Strong executive presence and ability to influence senior business and technical leaders
• Exceptional storytelling and communication skills, including experience building content and presenting to C-level audiences
• Recognized as an industry thought leader with a history of industry publications and conference presentations
• Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization

Desirable

• The Global Presales organization at Okta unites a diverse community of experts—including Solutions Engineers, the Office of the Field CTO, Architects, and Specialists—who combine deep technical expertise with strategic business insight
• This team acts as trusted advisors to our customers and partners, helping them unlock the full potential of Okta’s Identity Platform
• We ask insightful questions, uncover complex challenges, and deliver tailored solutions that drive customer success
• The Distinguished SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Accounts Sales Leadership—accelerating strategic deals, scaling key pursuits, and enabling repeatable success across regions
• This role will focus primarily on strategic growth markets, with a mandate to connect strategy to execution across the sales lifecycle
• You will collaborate closely with Key Account Directors, GTM Leadership, corporate strategy, and product stakeholders to:
• Lead pursuit strategy for large, multi-stakeholder deals
• Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts
• Build and operationalize repeatable sales motions,partner strategies and AI-enabled sales plays
• Scale and institutionalize best practices that improve win rates and deal velocity
• Serve as a trusted advisor to Okta’s GTM sales leadership, helping to define and execute go-to-market strategies for high-impact pursuits
• Develop frameworks and methodologies to increase consistency and predictability across strategic deal cycles
• Partner with the Office of the FCTO to align platform sales narratives with market trends
• Lead the planning and execution of enterprise-scale sales initiatives across key industries and territories
• Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration
• Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact
• Partner with Enablement and Sales Operations to institutionalize pursuit excellence and best practices
• Facilitate collaboration between regional teams, specialists, and executive sponsors to improve strategic account coverage
• Engage with industry and partner ecosystems to promote Okta’s leadership in identity sales
• Represent Okta in field events, customer summits, and strategic planning forums
• Foster collaboration across GTM teams to enhance pipeline growth and field readiness
• Foster executive-level technical relationships in Okta’s Key Accounts
• Partner with the Office of the Field CTO to refine Okta’s positioning around AI and next-generation identity for Key Accounts
• Lead initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth
• Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment