Role Description We are seeking a passionate, results-oriented sales professional to drive revenue growth calling on accounts in the Aerospace, Defense, and Federal Systems Integrator vertical. Our Federal Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Okta. This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. Reporting to the Federal Sales Director – FSI, this role will drive the sales process for Aerospace, Defense, and FSI customers. The right candidate will enjoy closing new logos while managing and expanding a book of install base customers. - Organize and conduct sales presentations, site visits, and product demonstrations to prospects. - Represent Okta in a consistent, effective, and professional manner to develop and win new clients. Qualifications - 12+ years proven experience selling technology, preferably in the FSI space - experience selling to RTX/Raytheon preferred. - Proven track record of delivering sales of complex services and solutions in a competitive environment. - Effective territory development mentality. - Strong verbal and written communication skills, demonstrating a connection to Okta’s vision and values. - Commitment to work collaboratively & cross-functionally across the Okta and Defense Industrial Base ecosystems. - Extensive customer and Defense Industrial Base network. - BS/BA degree strongly preferred or applicable experience. Requirements - This position requires the ability to access federal environments and/or have access to protected federal data. - The successful candidate must be able to submit documentation establishing U.S. Person status (e.g., a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee) upon hire. Benefits - Annual On Target Compensation (OTE) range: $288,000 — $432,000 USD. - Equity (where applicable) and benefits, including health, dental, and vision insurance. - 401(k) and flexible spending account. - Paid leave (including PTO and parental leave) in accordance with applicable plans and policies.

• Accountable for the direction, coordination, and growth of all utility market sales through direct customer contact and close coordination with local ProTools Territory Managers • Working in a matrix-managed environment which includes providing coaching and direction to regional Territory Managers • Performing field product demonstrations, training, & technical support with end-users and distribution channel partners • Driving strategic new products sales and solutions to expand markets and share • Developing, presenting, & executing annual business plans to deliver incremental sales growth • Developing and Managing a monthly/yearly sales forecast • Developing & owning relationships with both Key Distributor Partners and End Users • The subject matter expert for the product, applications, & pricing program for your given market • Supporting regional & national organizations through training and special projects execution

Choosing Capgemini means choosing a company where you will be empowered to shape your career in the way you’d like, where you’ll be supported and inspired by a collaborative community of colleagues around the world, and where you’ll be able to reimagine what’s possible. Join us and help the world’s leading organizations unlock the value of technology and build a more sustainable, more inclusive world. About the Job You're Considering The Presales Architect – Digital Manufacturing Solutions will lead solutioning efforts for digital transformation initiatives in various life sciences manufacturing environments. This role is pivotal in shaping client engagements, crafting winning proposals, and driving innovation in automation, manufacturing, and measurement solutions for global pharma, biotech, and medtech clients. Extensive travel will be required to interface directly with clients. Location This is a remote role, with candidates ideally situated within Eastern or Central time in the United States. Your Role - Lead presales solution design for RFPs, RFIs, and proactive pursuits in Life Sciences manufacturing domains. - Conduct client workshops, discovery sessions, and technical deep dives to understand business needs and translate them into tailored solutions - Collaborate with Sales, Delivery, and Product teams to define solution architecture, scope, and effort estimation - Author white papers, case studies, and present at webinars or industry forums to position the organization as a trusted advisor - Contribute to internal knowledge bases and reusable solution assets - Act as a bridge between presales and delivery teams to ensure solution integrity and client satisfaction post-sale - Support Center of Excellence initiatives including capability building, training, and mentoring junior architects Your Skills and Experience - 8+ years in Life Sciences IT or consulting, with at least 5 years in presales or solution architecture - Proven experience implimenting life sciences manufacturing solutions - Strong understanding of cGMP regulations - Excellent communication, presentation, and stakeholder management skills - Ability to work across geographies and time zones - Ability to define and maintain program governance structures, track cross-functional interdependencies, and manage complex risks/issues - Deep knowledge of Automation solutions, Operational Technology, Project Engineering & Controls, and Qualification considerations Preferred Qualifications - Bachelor’s or Master’s in Life Sciences, Engineering, or related field - PMP or PgMP certification The base compensation range for this role in the posted location is: $135,000 - $225,000. Capgemini provides compensation range information in accordance with applicable national, state, provincial, and local pay transparency laws. The base compensation range listed for this position reflects the minimum and maximum target compensation Capgemini, in good faith, believes it may pay for the role at the time of this posting. This range may be subject to change as permitted by law. The actual compensation offered to any candidate may fall outside of the posted range and will be determined based on multiple factors legally permitted in the applicable jurisdiction. These may include, but are not limited to: Geographic location, Education and qualifications, Certifications and licenses, Relevant experience and skills, Seniority and performance, Market and business consideration, Internal pay equity. It is not typical for candidates to be hired at or near the top of the posted compensation range. In addition to base salary, this role may be eligible for additional compensation such as variable incentives, bonuses, or commissions, depending on the position and applicable laws. Capgemini offers a comprehensive, non-negotiable benefits package to all regular, full-time employees. In the U.S. and Canada, available benefits are determined by local policy and eligibility and may include: - Paid time off based on employee grade (A-F), defined by policy: Vacation: 12-25 days, depending on grade, Company paid holidays, Personal Days, Sick Leave - Medical, dental, and vision coverage (or provincial healthcare coordination in Canada) - Retirement savings plans (e.g., 401(k) in the U.S., RRSP in Canada) - Life and disability insurance - Employee assistance programs - Other benefits as provided by local policy and eligibility Important Notice: Compensation (including bonuses, commissions, or other forms of incentive pay) is not considered earned, vested, or payable until it becomes due under the terms of applicable plans or agreements and is subject to Capgemini’s discretion, consistent with applicable laws. The Company reserves the right to amend or withdraw compensation programs at any time, within the limits of applicable legislation. Disclaimers Capgemini is an Equal Opportunity Employer encouraging inclusion in the workplace. Capgemini also participates in the Partnership Accreditation in Indigenous Relations (PAIR) program which supports meaningful engagement with Indigenous communities across Canada by promoting fairness, accessibility, inclusion and respect. We value the rich cultural heritage and contributions of Indigenous Peoples and actively work to create a welcoming and respectful environment. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law. This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship. Capgemini is committed to providing reasonable accommodation during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact. Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process. Click the following link for more information on your rights as an Applicant in the United States. http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law Capgemini is a global business and technology transformation partner, helping organizations to accelerate their dual transition to a digital and sustainable world, while creating tangible impact for enterprises and society. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, generative AI, cloud and data, combined with its deep industry expertise and partner ecosystem.

• Develop immediate and practical experience in securing new sales and vetting new approaches in a growing but developed market • Manage a sales territory and corresponding quota • Drive the implementation of effective Sales strategies and policies: Implement strategic sales activities. • Provide regular updates to sales management. • Research and analyze environmental and competitive conditions, customer needs, and market trends. • Recommend strategies to capitalize on market opportunities and ensure strategic sales plans complement market place needs. • Monitor competitor’s prices, market price sensitivity and create effective pricing strategies. • Develop strong relationships with all customers, trade professionals, and external contacts. • Keep up-to-date on industry, market, product, and technology trends