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About the Role
Okta is building the trusted, neutral infrastructure that enables organizations to safely embrace AI. This role offers an opportunity to do career-defining work on a mission-driven team focused on securing every identity, from AI to human. As an Enterprise Regional Sales Manager, you will drive territory growth by acquiring new logos and cultivating relationships with existing Okta Platform customers, supported by the Okta ecosystem, with a focus on consistent results and customer commitment.
Responsibilities
- Establish a vision and plan to guide long-term net new logo pipeline generation.
- Consistently deliver revenue targets to support year-over-year territory growth.
- Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.
- Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating a network of decision makers.
- Scope, negotiate, and close agreements to consistently meet and exceed revenue quota targets.
- Holistically embrace, access, and utilize Okta partners to identify and open new opportunities.
- Build and nurture effective working partnerships within the Okta ecosystem (xDRs, Partners, Presales, Customer First, etc.).
- Adopt a strong value-based sales approach, bringing a compelling point of view to each customer.
- Travel as necessary to build and cultivate customer and prospect relationships.
Requirements
- 8+ years of success in growing revenue for sophisticated, complex enterprise SaaS products.
- Ability to evangelize, educate, and create demand with C-level decision makers.
- Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and internal ecosystem.
- Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders.
- Significant experience selling in partnership with GSI’s and the wider partner ecosystem.
- Excellent communication and presentation skills with audiences of all levels and technical aptitudes.
- Confident and self-driven with the humility required to successfully work in teams.
- Expertise using a Sales Framework such as MEDDICC, Challenger, or Sandler.
Skills
- SaaS sales
- Enterprise sales
- Pipeline generation
- Account strategy
- Negotiation
- Partner management
- Value-based selling
- Communication
- Presentation
- MEDDICC
- Challenger
- Sandler
Location
- San Francisco, CA
- Chicago, IL
- Remote
Work Type
- Remote
- In-person onboarding
Experience Level
- 8+ years
Salary/Compensations
- $288,000—$396,000 USD
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO and parental leave)
About the Company
- 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.
- Okta is intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.
- Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Equal Opportunity
- Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran.
- We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
- If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
- Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.