Strategic Account Executive (San Francisco, Remote)

March 21

Okta

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The World's Identity Company

Identity Management • Access Management • Single Sign-On • SaaS • Cloud

5001 - 10000

Description

• Our Strategic Account Executives lead the sales process within an assigned territory of new logos for prospective Fortune 500 accounts and regional consultant influencers. • We need a Strategic Account Executive who will continually ensure assigned territory developing new logos and profitability within Fortune 500 accounts 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 logos, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts. • As a Strategic Account Executive you will: - Go to market as an expert on both our Workforce and Customer identity cloud offerings. - Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders. - Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region - Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number. - Equally utilize Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities. - Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta. - Adopt a strong value based sales approach; always looking to bring a compelling point of view to our customers. - Develop trusted and long term advisory partnership with Executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals. - Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing. - Build mutual action plans in partnership with your customers to create shared accountability. - Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta. - Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions. - Leverage cross border relationships with AE’s in other regions when managing global accounts.

Requirements

• Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organizations. Strategic at Okta means any organization with 20,000 employees or more. • Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typically selling deals that could be land and expand but aiming for 6 to 7 figure ARR contracts. • Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc. • Expert using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC) • Significant experience selling in partnership with GSI’s & the wider partner ecosystem

Benefits

• Amazing Benefits • Making Social Impact • Fostering Diversity, Equity, Inclusion and Belonging at Okta