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Senior/Group Product Marketing Manager, Business Value Management

Position Description

As Okta transitions from a single product to an integrated identity and device management platform, and invests in rapid go to market growth, there’s a critical need to sell higher, sell broader, and become a more strategic vendor for our customers.  This requires Okta to move from product to solutions-level marketing and to market more strategically against our key competitors.  Leading solutions marketing for IT, the candidate will:

 Solutions and GTM Strategy

  • Develop deep profiles of key buyers and influencers involved in selling Okta IT solutions, focusing on the CIO and CISO
  • Develop a holistic marketing strategy for selling to these buyers.  This will include developing ‘key plays’ by segment.  Key plays include the initiatives and projects for each business area and connected activities between product, sales, and marketing.  The candidate will also own the all-up demand gen plan for PMM and will collaborate with marketing to prioritize campaigns by buyer/audience throughout the year.
  • Own top-level ‘Increase M&A Agility’ solution.  Responsible for messaging, positioning, sales enablement, and demand generation for Okta-level solution. 

Business Value Management

  • Manage the core messaging and development and enablement of Okta’s Business Value Management function.
  • Develop product, cross-product and solution value proposition, calculations and descriptions that are well-supported with industry, analyst and customer research.
  • Own and evolve core value components of internal Business Value Assessment tooling.
  • Manage external vendors and cross-functional stakeholders for external-facing business value tooling.
  • Create and maintain business value competitive strategy with other PMMs and TMMs.
  • Champion business value internally at Okta and externally via AR, PR and other content.

 

Solutions Product Marketing Objectives at Okta

Specific objectives of product marketing at Okta include:

  • Business Leadership and Go To Market Strategy
    • Identify and prioritize Target Markets, Solution Opportunities and Buyers
    • Evolve and drive cross organizational alignment around Repeatable Initiatives and Projects
    • Partner with corporate marketing to prioritize and inform demand gen investments and communication strategies
    • Partner with Analyst Relations to develop and drive deep relations with key analysts and lead Okta responses to relevant MQ, Wave, etc.. submissions
    • Publicly represent Okta with customers, partners and larger audiences to communicate our product and business value, and educate customers, prospects and partners about Okta’s company and business strategy
  • Customer Driven Messaging, Positioning and Content
    • Collaborate with corporate marketing on solutions messaging
    • Define and deliver effective solutions messaging and positioning across solutions, segments, and use cases
    • Deliver content in various formats to communicate messaging and value of Okta
  • Competitive Analysis
    • Develop and maintain a deep understanding of competitive product and go to market strategies to inform Okta’s business strategy
    • Collaborate with tech marketing to ensure we have technical product knowledge and that sales reps and SEs can articulate competitive differentiation and defend value
  • Sales Enablement
    • Collaborate with sales ops team to deliver tools and training for sales rep
    • Provide “real time” support for field in deals to navigate competitive and business challenges
    • Collaborate with technical marketing to ensure alignment across sales and SE enablement
  • Establish strong, collaborative relationships across Okta
    • Develop strong working relationships with Product Management, Technical Marketing, Sales, Marketing, and Customer Success to foster an innovative and nimble culture with very tight functional alignment.

 


Minimum Knowledge, Skills, and Abilities:
Required:

  • 7+ years of product management or product marketing experience for an enterprise-focused software, SaaS, or web services company.
  • Experience selling solutions to business unit leaders. Must be ‘credible’ voice to this audience.
  • Proven track record of marketing to a highly technical audience. You must be comfortable working with and marketing to technical buyers within enterprises.
  • Strong written and verbal communication and presentation skills
  • Passion for measurement, metrics and continuous improvement across the organization.
  • Project management skills, can manage multiple priorities in a dynamic environment
  • A degree in Computer Science, Engineering or a related field. MBA a plus.

Preferred:

  • Knowledge in identity or access management

Okta is an Equal Opportunity Employer.

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Okta
The foundation for secure connections between people and technology

Okta is the leading provider of identity for the enterprise. The Okta Identity Cloud connects and protects employees of many of the world's largest enterprises. It also securely connects enterprises to their partners, suppliers and customers. With deep integrations to over 5,000 apps, the Okta Identity Cloud enables simple and secure access from any device. Thousands of customers, including Experian, 20th Century Fox, LinkedIn, Flex, News Corp, Dish Networks and Adobe trust Okta to work faster, boost revenue and stay secure. Okta helps customers fulfill their missions faster by making it safe and easy to use the technologies they need to do their most significant work.

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