• Analyze technical and business data to determine the ideal customer for a given product before its launch • Conduct discovery sessions directly with prospective and existing clients to gather business and technology requirements • Enable Sales and Account Management teams’ operational success by crafting pitches, as well as designing and presenting demos to decision-makers that speak to their specific pain points • Participate in RFP/RFI responses, security questionnaires, and compliance documentation in an accurate and timely manner. • Assist in the creation of account configuration documentation and statements of work. • Participate in strategy meetings with Marketing teams and Product teams • Successfully manage multiple prospect sales and existing client engagement opportunities simultaneously • Develop a compelling business case to support the customer buying decision • Maintain a deep understanding of the vertical’s regulatory landscape, business practices, and customer workflows (eg. SIU/Special Investigations Unit)

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Distinguished SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Accounts Sales Leadership—accelerating strategic deals, scaling key pursuits, and enabling repeatable success across regions. This role will focus primarily on strategic growth markets, with a mandate to connect strategy to execution across the sales lifecycle. You will collaborate closely with Key Account Directors, GTM Leadership, corporate strategy, and product stakeholders to: - Lead pursuit strategy for large, multi-stakeholder deals. - Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts. - Build and operationalize repeatable sales motions, partner strategies and AI-enabled sales plays. - Scale and institutionalize best practices that improve win rates and deal velocity. What You’ll Be Doing - Strategic Planning & Execution: - Serve as a trusted advisor to Okta’s GTM sales leadership, helping to define and execute go-to-market strategies for high-impact pursuits. - Develop frameworks and methodologies to increase consistency and predictability across strategic deal cycles. - Partner with the Office of the FCTO to align platform sales narratives with market trends. - Strategic Initiatives: - Lead the planning and execution of enterprise-scale sales initiatives across key industries and territories. - Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration. - Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact. - Field Enablement and Collaboration: - Partner with Enablement and Sales Operations to institutionalize pursuit excellence and best practices. - Facilitate collaboration between regional teams, specialists, and executive sponsors to improve strategic account coverage. - Ecosystem & Thought Leadership: - Engage with industry and partner ecosystems to promote Okta’s leadership in identity sales. - Represent Okta in field events, customer summits, and strategic planning forums. - Foster collaboration across GTM teams to enhance pipeline growth and field readiness. - Foster executive-level technical relationships in Okta’s Key Accounts. - Innovation and Strategy: - Partner with the Office of the Field CTO to refine Okta’s positioning around AI and next-generation identity for Key Accounts. - Lead initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth. - Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment. Qualifications - 15+ years of experience in identity, cybersecurity, SaaS or AI-related domains. - Proven track record of driving strategic sales programs and large, complex deal pursuits. - Deep understanding of applications in enterprise go-to-market and security contexts. - Strong executive presence and ability to influence senior business and technical leaders. - Exceptional storytelling and communication skills, including experience building content and presenting to C-level audiences. - Recognized as an industry thought leader with a history of industry publications and conference presentations. Requirements - Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization. - Demonstrated success in designing and scaling AI-enabled or platform-based sales motions. - Strong understanding of Okta’s platform, ecosystem, and identity security landscape. - Experience working with Fortune 100 enterprises or large regulated industries. - Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies. - Ability to thrive in a matrixed environment, balancing strategic vision with operational execution. - Passion for innovation, collaboration, and customer success. Benefits - Annual On Target Compensation (OTE) range for candidates located in the San Francisco Bay area is between $300,000 — $450,000 USD. - Annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $268,000 — $362,000 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).

• Serve as the subject matter expert on modern CCaaS and CX platforms, working with enterprise clients to understand their challenges and goals, and developing customized solution proposals that clearly articulate the benefits and technical approach. • Analyze complex business requirements and design comprehensive technical architectures that integrate CCaaS solutions with CRM systems (e.g., Salesforce, Service Cloud), AI/analytics tools, WFM, and other customer experience technologies. • Create detailed project estimates, including costs, timelines, and resource needs, for the implementation, migration, and optimization of cloud contact center solutions. • Develop complete solution designs covering telephony architecture, omnichannel routing, digital integration, data flows, and security considerations to guide successful deployments. • Support sales teams by answering deep technical questions, proposing innovative CX solutions to client challenges, and enhancing our technical proposals. • Stay at the forefront of CX and CCaaS innovations, evaluating and incorporating new features from leading platforms and AI services to continuously improve our solution offerings. • Perform other duties as may be required consistently with the purpose of this role.

• Responsible for designing, developing, and implementing innovative solutions to meet the needs of clients and/or customers. • They oversee the entire solution development process from initial concept to final delivery, ensuring that the solutions are aligned with business goals and objectives. • Designs solutions for new customers and/or introducing this service line to existing customers by leveraging the full range of RRD services capabilities. • Collaborate with internal teams to assess requirements and recommend tailored approaches that align with client goals. • Responsible for taking full ownership in presenting the value proposition for designated service line to customers. • Create/maintain strategies, sales & marketing materials that enables closing the sale efficiently. • Review value proposition regularly, developing standardized collateral, optimizing costs and introducing creative pricing models and identify new and innovative channels to present the solution to customers. • Develop and coach Solution Architects and Sales Teams as appropriate in the evolution of the service line’s value proposition and service delivery models. • Support the successful delivery of all opportunity assessment and diligence activities; identify resources required to successfully deliver the assessment opportunity. • Develop and maintain accurate benchmarking information. • Develop initial implementation plan for opportunities and coordinate with the implementation team to build detailed plans and ensure a smooth transition to the implementation team upon successfully closing the sale. • Collaborate with Technology team to enhance existing platforms, explore new technologies that will enhance our ability to grow top line. • Establish relationships with external service partners (technology, equipment vendors, software providers).