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About the Role
As a Senior Solutions Engineer at Okta, you will serve as the trusted technical advisor for our largest and most complex enterprise customers, playing a critical role in driving the sales organization. Your primary focus will be owning the technical sales cycle by linking technical features to positive business outcomes, partnering with Enterprise Account Executives to address key business challenges related to risk mitigation, cost reduction, and operational efficiency. You will demonstrate how Okta’s identity platform can transform customer architectures and secure large-scale deals.
Responsibilities
- Master the Discovery Process by leveraging active listening to uncover customer pain points and how Okta’s integrations and architecture can solve complex challenges.
- Navigate Complex Organizations by translating technical concepts into clear business value and collaborating with stakeholders including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners.
- Differentiate and Win by articulating Okta’s unique differentiators, highlighting its architecture, compliance, and platform coverage.
- Pioneer AI Visibility & Control by guiding customers on discovering unmanaged AI agents, evaluating risk, and establishing a control plane for human and non-human identities.
- Drive Value-Based Outcomes by leading technical evaluation phases, overcoming objections, and driving deals to technical closure by aligning Okta’s capabilities with customer business drivers.
- Be a Trusted Advisor by building consultative relationships and establishing expertise in Identity Security, modern identity standards, and Zero Trust Architecture.
Requirements
- Recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer) with a strong track record of quota attainment and securing technical wins with large, complex enterprise accounts.
- Top-tier executive communication, presentation, and storytelling abilities.
- Experience running value-based sales motions, reading a room, building rapport, and influencing decision-makers.
- A strong technical foundation coupled with a demonstrated ability to rapidly learn new enterprise technologies and architectures.
- Broad understanding of the complete Identity Security landscape, including Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture.
Skills
- Consultative expertise
- Emotional intelligence
- Enterprise sales acumen
- Technical agility
- Active listening
- Executive communication
- Presentation skills
- Storytelling
- Value-based sales motions
- Identity Security
- Modern identity standards (SAML, OIDC, SSF)
- Zero Trust Architecture
- Identity Governance & Administration (IGA)
- Privileged Access Management (PAM)
- Identity security automation
- AI Security
- AI agents
- LLM integrations
Location
- Remote
Work Type
- Full-time
Experience Level
- Senior
Salary/Compensations
- $160,000—$220,000 USD
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO and parental leave)
About the Company
- Okta is building the trusted, neutral infrastructure that enables organizations to safely embrace the new era of AI.
- We are looking for builders and owners who operate with speed and urgency and execute with excellence.
- This is an opportunity to do career-defining work.
- We are 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.