• Serve as the technical bridge between sales team, customers, and delivery organization. • Shape solutions aligning to Critical Services and strategic resale offerings. • Responsible for presales solution development, customer presentations, and advisory across cybersecurity domains. • Collaborate with Account Executives on discovery calls and customer workshops. • Conduct architecture assessments and security gap analyses to guide recommendations. • Create architecture diagrams, presentations, and ROI-based justifications for clients. • Engage directly with OEM and distributor partners to craft joint solutions.

• Work alongside Twilio Strategic and New business Account Executives, other Twilio Solutions Engineers, Professional Services and Twilio Partners as needed through the pre-sales process, to strategise and plan for deal success • Take part alongside Account Executives in qualification, discovery, demonstrations, Proof-of-Concept, RFP response, design documentation, technical presentations and enablement sessions during the sales cycle • Develop subject matter expertise on the customer needs and requirements, and Twilio’s best in class communications technology • Lead technical discovery sessions with our customers to uncover their needs and challenges to articulate Twilio’s ability to enable their success and solve their challenges • Build and present powerful and complex presentations and product demos to help showcase the capabilities of Twilio Communications Products • Support Key strategic Pilot and Proof-of-Concept implementations in our largest, most strategic Enterprise accounts across the APJ region

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Senior Identity Specialist Opportunity involves being part of the presales team that delivers sales presentations and product demonstrations, educating customers on the best ways to implement Okta customer identity and access management solutions. What you’ll be doing: - Strategic Customer Engagement: - Support strategic customer conversations aligning with technical and engineering leaders and stakeholders. - Deliver on emerging trends, industry best practices, and identity-driven digital transformation. - Assist in preparing executive-level messaging and participate in strategic discussions to align Okta’s solutions with customer business outcomes. - Develop customer-centric points of view that translate Okta’s solutions to customer problems. - Lead deep technical Q&A discovery sessions for prospective customers to uncover their business requirements and communicate the value of solving for those requirements with Okta CIAM solutions. - Deliver interactive presentations and custom product demonstrations, tailoring communication to all levels of technical and customer identity expertise. - Whiteboard solution architecture, modeling how Okta’s CIAM solution will support their business requirements. - Design, build, and execute well-defined, outcome-focused POCs. - Maintain a broad and deep technical understanding of the Okta customer identity product lines and the underlying technologies and protocols. - Craft engaging solution content to position Okta’s value across multiple business units, including software engineering, operations, product management, and business stakeholders. - Technical Leadership: - Provide strategic and technical guidance to Solutions Engineering teams across both the Okta and Auth0 identity platforms. - Collaborate with the Global Office of Field CTO office team to deliver actionable insights from the field, validate customer needs, and identify recurring trends for the Okta Product & Engineering teams. - Deliver impactful keynote presentations, webinars, and technical sessions at industry and customer events. - Field Enablement and Collaboration: - Contribute to frameworks, tools, and content to support Solutions Engineering teams in executing effectively. - Partner with sales leadership to identify and address critical business opportunities and challenges. - Drive cross-functional collaboration to ensure seamless execution of global initiatives. - Innovate in tools and techniques to drive excellence and momentum. - Partner with Enablement and Field CTO teams to drive regional events and align product messaging for regional GTM and SE teams. - Market Influence: - Represent Okta as a thought leader in the identity and security space. - Influence industry standards and participate in relevant technical advisory boards. - Innovation and Strategy: - Partner closely with OFCTO teams as an advocate for customer-driven innovation, market trends, and GTM insights to provide input to influence product teams. - Support, derive, and champion strategic initiatives that enhance Okta’s differentiation and business impact. Qualifications - 8+ years of experience in a presales or customer-facing role, including at least 3 years experience with CIAM projects. - 8+ years of development experience, preferably focused on application integration with identity services. - 8+ years of experience working with REST APIs and SDKs. - Experience with customer identity and access management solutions (Okta/Auth0). - Experience with authentication or authorization protocols (OAuth, OIDC, SAML). - Ability to communicate complex ideas and solutions, incorporating whiteboarding, practical examples, and product demonstrations. - Demonstrated ability to solve complex technical problems with innovative solutions. - Strong communication and presentation skills, with experience contributing to technical events. - Ability to effectively operate in a matrixed organization and manage cross-functional initiatives. - Travel expectation: up to 40% for customer meetings, industry events, and internal off-sites. Requirements - This is a remote position. - Extra credit if you have experience in any of the following: - Full-stack web application development experience (frontend and backend). - Mobile (iOS, Android) development. - Demonstrated ability to architect and integrate scalable CIAM solutions, leveraging API-first approaches across web, mobile, and cloud platforms. - Expertise in AI-driven customer experience integration with Auth0, including AI agents for internal or external use-cases, MCP servers, and Fine-Grained Authorization. Benefits - Annual On Target Compensation (OTE) range for candidates located in the San Francisco Bay area is between $170,000 — $256,000 USD. - Annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $152,000 — $228,000 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).

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