Area Vice President, Strategic Sales

About the Position

Area Vice President, Strategic Sales

Connecticut; Massachusetts; New York, New York; Pennsylvania; Washington, DC

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. 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're all in on this mission. If you are too, let's talk.

Responsibilities

• Attract, recruit, hire, and mentor the Strategic sales leadership team. Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.).
• Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable
• Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results
• Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same
• Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.)
• Effectively develop, design, build, and execute all aspects of the (Segment) business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results
• Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Region
• Own the pipeline generation strategy and with internal stakeholders to execute against the strategy
• Maintain market intelligence and develop strategies to maintain Okta’s leadership position
• Exhibit a growth mindset with the ability to outline the long term vision and strategy
• Travel as necessary to build and cultivate customer and prospect relationships

Requirements

• 10+ years’ experience building and running sales teams in a SaaS environment
• Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
• 3+ years’ experience as a second line sales leaderPreviously led a $20M+ (minimum) ARR sales organization with 40%+ growth*
• Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics
• Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers
• History of consistently meeting/exceeding targets and objectives personally and as a leader
• Proven ability to hire and retain a high performing sales team with humility and confidence
• Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

We Offer

• Competitive annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $408,000-$605,000 USD
• Equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies.

About the Company

The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

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.

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.

U.S. Equal Opportunity Employment Information

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Individuals seeking employment at this company are considered without regards to race, color, religion,
national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender
identity, or sexual orientation. When submitting your application above, you are being given the
opportunity to provide information about your race/ethnicity, gender, and veteran status.

Completion of the form is entirely voluntary. Whatever your decision, it will not be
considered in the hiring process or thereafter. Any information that you do provide will be recorded and
maintained in a confidential file.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by
making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment
Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach
and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories
is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service
who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to
compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged
or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of
such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S.
military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign
badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S.
military, ground, naval or air service, participated in a United States military operation for which an
Armed Forces service medal was awarded pursuant to Executive Order 12985.

Pay Transparency

Okta complies with all applicable federal, state, and local pay transparency rules. For additional
information about the federal requirements, click here.

The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over [site_settings:copy--global_tokens--field_number_of_integrations] pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than [site_settings:copy--global_tokens--field_number_of_customers] organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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