• Serve as a technical authority for strategic Majors and Enterprise accounts • Partner with sales team to design multi-vector security architectures • Lead technical sales lifecycle from discovery to solution demonstrations • Own the Proof of Value (POV) process • Act as a bridge between market and Product Management teams

• Be the face of NG-SIEM for prospective customers • Work alongside our sales team and take ownership of technical relationship • Maintain customer relationship as they discover NG-SIEM, expand use, and provide feedback to Product Management • Become a trusted advisor by providing technical value in interactions with customers • Provide feedback on deal progress, uncovering needs of prospects • Collaborate with sales, leadership, marketing, support, customer success, and engineering teams • Define and execute on go-to-market strategy, exploring new use cases, integrations, partnerships

• Lead technical strategy and execution on Pantheon's most complex enterprise opportunities, including multi-product portfolio deals, competitive displacements, and large-scale migrations. • Develop and deliver tailored technical narratives, demos, POCs, and proof-of-value engagements for strategic accounts. • Build and present technical proposals, RFP responses, and TCO analyses for high-value pursuits. • Navigate complex buying committees across developer, marketing, and CIO/CTO personas. • Partner with Professional Services, Customer Success, and Product to ensure technical feasibility and successful handoffs. • Capture and codify successful technical strategies from complex enterprise deals, establishing new playbooks and global best practices for the broader Sales Engineering organization. • Act with broad independence, making key decisions to define and shape organizational and functional standards, while leading complex, large-scale projects that influence GTM strategy and product roadmap across functions. • Act as a trusted advisor, establishing systems for customer feedback loops to proactively identify and propose solutions for new problem spaces. • Define and build scalable systems for Sales Engineer enablement and continuous improvement across the organization. • Represent Pantheon within the broader technical community — defining Pantheon’s technical narrative on modern web architecture and field enablement. • Provide deep, continuous mentorship and coaching to Sales Engineers across the organization, raising the bar for technical quality and strategic engagement on complex opportunities.

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. The Solutions Engineer Team We believe Solutions Engineers at Okta are involved in all stages of the customer’s digital transformation. Solutions Engineers are experienced in using presentations, email, phone, and social media to connect with customers virtually and in person. We are looking for great teammates who can build and deliver sales presentations and customized product demonstrations to educate Okta’s Customers (from developers to product managers to C-level executives) on best practices throughout their cloud security technology journey. We believe Okta’s Solutions Engineers empathize with Customers and quickly discern their true technical needs by asking detailed, clarifying questions while presenting solutions that specifically address those needs. Okta Solution Engineers have the rare combination of technical acumen and business insight; in a career where you can utilize both. As a Solutions Engineer at Okta, you will further develop each of these skills by advising a diverse set of customers on the value they will gain by using Okta’s Identity Platform. The Solutions Engineer Opportunity Reporting to the Senior Manager, Solutions Engineers, this Senior Solutions Engineer (Okta) will partner with Commercial Account Executives. As a Senior Solutions Engineer at Okta, you will be the technical lead in all stages of the customer lifecycle. You will focus on delivering customer value by aligning customer requirements to business results enabled by Okta solutions. You will contribute to account and opportunity strategies and, collaboratively, demonstrate the value of Okta solutions through presentations, whiteboard sessions, and proof-of-concept demonstrations. What You’ll Do As a Senior Solutions Engineer, you’ll be a strategic technical expert for a customer-facing sales team. You'll use your skills to: - Work alongside the Corporate/Expansion (employee size 300-1249) sales team as the technical and domain expert of a customer-facing sales team to help Customers understand the value of Okta’s solutions - Serve as a technical advisor: Partner with the sales team to educate customers on Okta’s identity solutions and demonstrate their value. - Solve customer challenges: Understand customer needs and provide tailored product demonstrations to show how our solutions can solve their business problems. - Lead technical engagements: Answer product and technical questions, and plan and deliver complex Proofs of Concept (POCs) by collaborating with other Okta engineering teams. - Drive product and knowledge growth: Share customer feedback with our product teams to influence future enhancements and contribute to the team's knowledge by sharing best practices and reusable assets. - Stay ahead of the curve: Keep up with competitive analysis and market differentiation to better position Okta. - Support company events: Represent Okta at marketing events, including conferences, user groups, and trade shows. What You’ll Bring - Experience: 8+ years of experience in pre-sales engineering and solution selling, with a strong background in Enterprise account segments. - Technical Acumen: - Deep understanding of identity protocols (e.g., SAML, OIDC, OAuth, FIDO, Passkeys, SCIM, LDAP). - Working knowledge of cloud platforms like AWS, Azure/Entra, and GCP. - Experience with REST APIs and SDKs. - Hands-on experience in one or more of the following: front-end web development, back-end development, scripting (Bash, PowerShell), or DevOps (Docker, Kubernetes). - Understanding of identity-related cybersecurity topics (e.g., phishing, MFA bypass attacks, privilege escalation). - Communication & Presentation Skills: The ability to simplify complex technical concepts and deliver compelling presentations to diverse audiences, from developers to C-level executives. You should be skilled at diagramming user journeys and complex architecture. - Strategic Mindset: Proven skills in territory management, including building pipelines and collaborating with sales counterparts. - Travel: Ability to travel up to 25% of the time. - A bachelor's degree in Engineering, Computer Science, MIS, or a comparable field is preferred. Bonus Skills (Ideally, You Have) - Experience in the IAM space - Hands-on knowledge of Identity Governance (IGA) or Privileged Access Management (PAM) solutions. - Practical experience with Windows Server, Active Directory, LDAP, and Federation services. You might also have (not mandatory): - AI & Emerging Tech: Expertise with Agentic AI and LLM-based workflows. You understand the use cases for AI agents, both internal and external, and have familiarity with MCP servers. - Diagramming experience for user journey flows, complex architecture diagrams, etc. #LI-Remote #LI-CM P10563_3394826 Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, 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 (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $200,000—$275,000 USD 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. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.