Senior Enterprise Sales Executive
1 week ago
About Okta, Inc.
Okta is recognized as The World's Identity Company, empowering individuals to securely access any technology—anywhere, on any device or application. Our Workforce and Customer Identity Clouds facilitate secure yet adaptable access, authentication, and automation, fundamentally transforming how individuals navigate the digital landscape, placing Identity at the core of business security and expansion.
At Okta, we value diverse perspectives and experiences. We seek lifelong learners who can enhance our team with their unique insights.
Overview of the Role:
The Enterprise Account Executive will spearhead the sales process within a designated business territory, focusing on acquiring new logos from prospective accounts and regional consultant influencers.
This role requires an individual who will consistently drive growth within the assigned territory by establishing robust business relationships with both new and existing clients. You will strategize and implement sales tactics in areas such as generating new business, territory planning, pre-request for proposal prospecting, relationship cultivation, pricing, presentation delivery, negotiations, and contract execution.
Additionally, we are looking for an Executive who can pinpoint new leads that align with ideal client profiles to effectively market the company's offerings. You will initiate contact, follow up on sales meetings, achieve sales objectives, and ensure profitable rates while guiding prospects through implementation, all while meeting established sales goals and quotas. Collaboration with sales support will be essential to create tailored proposals and communications for potential clients, as well as to develop a deep understanding of client needs.
Key Responsibilities:
Formulate a vision and plan to guide your long-term approach to generating a pipeline of new logos, consistently achieving ARR revenue targets to support substantial growth. Develop and implement sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver predictable bookings. Cultivate, adopt, expand, and deepen sales opportunities with Enterprise accounts in your designated region. Explore comprehensive relationships and business opportunities across the client's organizational structure. Establish yourself as a thought leader in Okta's platform. Strengthen relationships and manage complex deals involving diverse business stakeholders. Uphold Okta's core value of prioritizing customer satisfaction. Utilize channel partnerships to identify and unlock new opportunities. Collaborate effectively with team members for optimal resource deployment and provide insightful feedback to other corporate functions. Position Okta at both functional and business value levels with target stakeholders. Advocate for Okta to prospective clients during sales presentations, site visits, and product demonstrations. Build strong working relationships with Okta colleagues across various functions, demonstrating humility and enthusiasm.Ideal Candidate Profile:
A minimum of 7 years of proven experience in direct field sales, focusing on developing new logos and selling enterprise cloud software to large organizations. Experience leveraging partners, channels, and alliances to enhance sales success and exceed quotas. Familiarity with complex solution software sales, particularly in enterprise cloud software, infrastructure management, application development, security, business applications, or analytics. A demonstrable track record in new business development and consistently surpassing sales targets. Experience in selling intricate enterprise software solutions and the ability to adapt in dynamic, high-growth environments. Proven success in selling during the market creation phase. A history of closing six-figure software cloud deals with prospects and clients within the defined territory. Strong executive presence and polished communication skills, with experience engaging with C-suite executives. Knowledge of target account selling, solution selling, and consultative sales techniques; familiarity with MEDDIC and Challenger methodologies is advantageous. A bachelor's degree; an MBA is a plus or equivalent experience.Compensation and Benefits:
The annual base salary range for this position varies based on location and experience. In addition to competitive compensation, Okta offers equity (where applicable), bonuses, and comprehensive benefits, including health, dental, and vision insurance, 401(k), flexible spending accounts, and paid leave, including PTO and parental leave.
Work Environment:
Okta fosters a dynamic work environment, equipping employees with the best tools, technology, and benefits to work productively in a setting that suits their unique needs. We strive to empower our employees to be their most creative and successful selves, regardless of their location.
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