Strategic Account Executive

Strategic Account Team 

We have a team of  highly experienced sellers who are targeting Okta’s largest customers.  This segment represents one of the biggest opportunities for growth for Okta.  The Area Sales Director, Strategic Sales is responsible for the development and business results of a team of quota-carrying Strategic Account Executives in their region. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets. The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture. We’re looking for a strong leader to take it to the next level. 

The Strategic Sales Account Executive Opportunity

Our Strategic Account Executives will develop new logos and profitability within Fortune 500 accounts by expanding 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.

What You’ll Be Doing:

• 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. 

What you’ll bring to the role:

• Expert level experience and proven success 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

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Last updated on Aug 22, 2024