The Partner Sales Engineer is a senior technical lead that supports the national growth and scale of Okta’s strategic partners that recommend, deploy and manage Okta as a Service. This role is responsible for managing all technical partner activities across specific Okta’s partners and will work closely with the Okta Channel Managers to develop a comprehensive technical business plan for the partnerships, including identifying, incubating, and bringing to market service/solution offerings based on Okta. This individual is responsible for enabling partners on Okta and supporting the growth of certified resources worldwide. Content creation and pushing information to the partners in the field for mass consumption is a key priority. The right candidate will be an Identity and Access Management expert with a consultative approach, comfortable and competent to present and work with senior executives in the areas of strategic planning, solution development, technical business enablement and process management, all while growing revenue for Okta and Services.
Job Duties and Responsibilities:
- Drive incremental revenue through increased Okta revenue through strategic partners
- Build and manage the technical relationships with the partners
- Assist partners with prospects and customers interested in adopting the Okta service
- Promote selling of Okta based on value propositions, competitive differentiators, and advantages
- Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
- Lead technical discussions with partners on the value Okta can provide to their clients
- Develop and execute enablement plans with joint executive support and budgets
- Plan and participate in quarterly business reviews with Okta and partners executive sponsors
- Support the development of Center of Excellence plans
- Gather, track, and translate partner feedback and help steer the Okta product roadmap
- Develop domain expertise and thought leadership regarding the partners’s current areas of focus as well as in new areas for expansion
- Define and deliver formal and informal technical training sessions for partner resources
- Establish and maintain technical expertise on current and developing Okta products and technology
- Execute business initiatives to produce incremental revenue streams
- Help develop partner collateral material in cooperation with sales and marketing
- Maintain field level relationships with partners to assure effective positioning of Okta solutions
- Create technical content to show partners how to implement specific use cases or best practices for new technologies
- Prepare partner demos and proof of concepts to demonstrate various use cases for Okta’s Platform
- Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
Key Performance Metrics:
- Direct and influenced worldwide revenue growth
- Partner developed and driven GTM Solution Offering they drive into the market / their customer base
- Partner enablement and resource certification growth
Minimum REQUIRED Knowledge, Skills, and Abilities:
- 10+ years of technical sales, preferably with broad experience and responsibility
- Strong Okta product, IAM technologies (SAML, OAuth, OpenID Connect, SCIM)
- Comprehensive IAM / IDaaS competitive landscape knowledge
- Experience building and managing solutions and enablement programs, including all program lifecycle aspects: business case creation and approval, high-level architecture definition, resource plans, education/communication plans, etc.
- Stong presentation and communication skills at both an executive and technical level
- Strong knowledge of partner and channel business models
- Candidate must be a self-starter and possess the ability to deliver on commitments and deliverables in a timely manner and work independently
- Program management experience desired
- A passion to serve partners, which has played out in some partner-facing role like consulting or support, ideally sales engineering
- An ability to quickly communicate complex ideas around a technical topic, ideally on the fly at a whiteboard
- Experience with at least one standard network security protocol (eg. OAuth, OAuth2, SAML, LDAP)
- An understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF)
- A world class communicator
- Confident dispensing knowledge to a highly skilled and experienced audience
- Typically 50% travel
- Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred
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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 6,500 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. Over 7,400 organizations, including 20th Century Fox, JetBlue, Nordstrom, Slack, Teach for America and Twilio, trust Okta to help protect the identities of their workforces and customers.