Area Vice President, Strategic Sales Central

United States

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Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

Due to our expansive growth, we are seeking an exceptional, growth-minded sales leader to join our team as a Area Vice President, of Strategic Sales for the central region. The Area Vice President of Strategic Sales will define market tactics to meet annual business goals. They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta. 

The Area Vice President of Strategic Sales must have the ability to develop and implement an effective go-to-market plan aligned with Okta’s overall strategy, act as the Okta spokesperson in the region and be the executive sponsor for key customer and partner relationships. The successful candidate is an inspiring leader of people who can recruit and retain exceptional sales talent, support the team in delivering on the agreed metrics, and while leading from the front, work alongside the team to exceed the targets for the region.

 What We Are Looking For:

  • Success hiring, leading, and developing high performing teams
  • Success adapting and growing in fast-growing and changing environments
  • Success effectively influencing key stakeholders at our customers and inside of Okta
  • Success orchestrating and aligning decision makers around a common objective
  • Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement

As the Area Vice President of Strategic Sales you will:

  • 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, Desk Desk etc.).
  • Lead by example, set expectations, follow through effectively to provide coaching and mentorship as needed ,and ensure that managers do the same for their team.
  • Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably.
  • Analyze data and dynamics to maximize existing successes and create new sales growth opportunities
  • Be the subject matter expert for the Central region accounts and industries
  • Deliver accurate forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
  • Unearth customer insights, define the value proposition and determine appropriate sales and marketing strategy to maximize growth objectives.
  • Ensure the best utilization of supporting resources jointly with the Sales management team Develop and maintain relevant senior-level contacts within the Okta partner ecosystem (ISVs, resellers, and GSIs).

You will be a great fit for us if you have:

  • 10+ years’ experience building and running Strategic sales teams in the software industry
  • 3+ years’ experience as a second line sales leader
  • Previously led a $50M+ (minimum) ARR sales organization
  • 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. Subscription, SaaS, or Cloud software experience.
  • History of consistently meeting/exceeding targets and objectives personally and as a leader.
  • Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
  • Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions.
  • Highly professional persona and polished demeanor. Strong verbal and written communication skills; effective at delivering executive level presentations.
  • Mastery of Consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
  • Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs and Line of Business
  • Operationally strong and experienced bringing process and rigor to his/her organization
  • An innovator with the courage to nourish “outside the box” thinking to surface and pursue new ideas

 

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Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers 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. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. 

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$398,000—$598,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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Okta
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 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 18,800 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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