Director, Solutions Engineering - Commercial (Americas)
Okta
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Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box, we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
The Director of Commercial Presales, Americas, works with the Americas Sales Leadership and leads our team of Solution Engineers, Architects and Specialists who are the go-to technical specialists assisting the Commercial sales team in generating growth all over the Americas. This function oversees technical pre-sales operations to achieve revenue generation, individual, team, and organizational goals, and plays a key role in driving scale and capacity related initiatives within our Go To Market team.
The Director of Commercial PreSales Opportunity
Reporting to the VP of Presales, America’s. As the Commercial Director of Presales you will interact at the senior level with customers and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions.
What you’ll be doing
- Provides account support through Presales assignments, load balancing, continuity, planning strategies with Sales Management, Sales Reps, Presales, and customer meetings.
- Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company, products, and solutions.
- Recruit and hire new Presales staff, Presales Managers,
- Assist with defining periodic Presales training curriculum.
- Foster channel partner relationships with their technical teams.
- Represent the company in various technical PR activities and be a technical face of Okta in theater.
- Provide an escalation point for pre-sales and post-sales technical issues that arise in the theater.
- Develop, mentor, lead and support reporting presales teams with technical and organizational leadership.
- Lead development, continuous improvement, and maintenance of our tools, process and technical environments.
- Drive weekly team meetings. Coach direct reports regarding scoping and strategies to drive the sales process.
- Responsible for budgeting and scheduling to ensure Presales teams meet customer needs in a cost-effective and efficient manner.
- Manages the acquisition of supplemental resources including evaluation equipment and engagement of executives, technology specialists and product managers.
- Collaborate with a variety of internal functional areas to ensure solutions are implemented and exceed customer expectations.
- Plans executive briefings and supports events as needed.
- Be a key contributor for product development or enhancements to new and existing products to product management function.
- Continually look for ways to improve business processes and efficiencies in the field
- Frequent Travel.
What you’ll bring to the role
- BS CS/EE or related (or equivalent work experience), MBA desired.
- 5+ Years' experience as a Systems Engineering Director or Vice President with theater level or global level experience.
- Industry knowledge of security product market trends and directional awareness of Okta’s roadmap and technology development efforts.
- Knowledge of how to deliver comprehensive Okta’s customer base and maintains a general understanding of competitive selling strategies.
- Proven experience managing managers, not just individuals.
- Proven success selling platform solutions, with clear, tangible sales results (Security, SaaS, Cloud, etc.). Again, metrics matter.
- Has a reputation with the customers in the theater as a trusted advisor who will always take care of their needs.
- Pristine personnel management including demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.
- Solid track record in building, developing and recruiting diverse high-performance teams based on a large network of talent in the security and identity industry within a rapidly growing sales environment.
- A validated leader who can drive broader business conversations beyond his/her functional expertise.
- Demonstrated Lifetime Value expansion initiatives, with factual results upselling subscriptions and platform solutions.
- Demonstrated success working in a matrix manner with his/her extended teams, such as Support, Finance, WW Presales, HR, Product Management and other relevant organizations.
- Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growth.
- A highly autonomous individual that can lead a multi-functional project from the ground up and make things happen.
- A progressive thinker, extremely focused and capable of creating an evolving strategy to meet and anticipate both near and long-term development issues.
And extra credit if you have experience in any of the following
- Bachelor’s Degree in Engineering or a related field or equivalent experience.
- 10+ years of experience in sales engineering or systems engineering with at least 8-10 years managing and directing a sales engineering team.
- Excellent knowledge and prior experience selling security, identity and infrastructure technologies including but not limited to: OAuth, OAuth2, SAML, LDAP.
- An understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF).
- Experience in one or more of the following areas is a plus: web (JavaScript, HTML, frontend frameworks) development, mobile (iOS, Android) development, backend (Java, C#, Node.js, Python, PHP, Ruby) development, IP-based real-time communications.
- Demonstrated success working with Fortune 1000 companies.
- Strong customer relationship and people skills as well as strong written communications and presentation skills.
- Excellent project management skills.
- Ability to influence technical decision makers and executives.
- Ability to travel frequently.
- Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
- Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
- Develops Talent: Developing people to meet both their career goals and the organization’s goals.
- Drives Results: Consistently achieving results, even under tough circumstances.
- Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, 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.
What you can look forward to as an Okta employee!
- Amazing Benefits
- Making Social Impact
- Fostering Diversity, Equity, Inclusion and Belonging at Okta
Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
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 participate in the job application or interview process, please use this Form to request an accommodation.
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.
This job is no longer accepting applications
See open jobs at Okta.See open jobs similar to "Director, Solutions Engineering - Commercial (Americas)" Khosla Ventures.