Director, Services Sales - Public Sector

United States

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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.

Position Description:

The Director, Services Sales - Public Sector is a leadership role responsible for driving the Success of Okta’s Public Sector customers by leading a team of service account executives that collaborate with Okta’s account executives and external partners, ensuring the right set of service delivery programs are offered to customers to ensure their quickest time to value from their investment in Okta Identity solutions.

We are looking for an experienced Public Sector SAAS services sales leader who will excel in positioning the value of Okta PS assisting in customer’s meeting their business needs with C-level federal, state,higher education, and local customer executives, client implementation teams, Okta’s sales executives, and partner teams.  Someone experienced in structuring solutions and negotiating SOW terms and fees. The leader is accountable for meeting Professional Services booking and margin quotas and actively sponsoring delivery success at many top customers.  The leader also develops other key Okta executive stakeholder relationships such as collaborating with the Okta Customer Success ecosystem to ensure deployment meets what was sold. 

From a program perspective, the leader will own creating and implementing programs and campaigns to increase existing customer value and license usage through offerings, accelerators, and packages the professional service team can bring to market.

Duties and Responsibilities:

  • Demonstrate a deep understanding of Federal procurement practices in the SAAS industry and ability to collaborate with other Okta teams and partners in the procurement and implementation process.
  • Own Services and Training bookings and margin quota in assigned territory
  • Hire, develop, and lead teams of resources involved in scoping professional services for our most complex solutions and the largest customers. 
  • Ensure your team leads with a proper Plan and lead Training positioning of all service products and completes discovery with prospective customers, make implementation, adoption, and training recommendations=. Ensure appropriate training is included in proposals and quotes.
  • Articulate and sell the value of Okta Services within prospective and existing accounts enterprise customers alongside your engagement managers, as needed
  • Work in conjunction with Sales Representatives, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive Okta proposal
  • Work harmoniously with Okta public sector channel partners on joint proposals and scoping to ensure customer success
  • Be recognized by Okta GTM Executives and our customers as a trusted advisor in product deployment and process decisions.
  • Manage a team of Services Account Executives, leveraging KPI’s in a structured methodology
  • Support Okta’s sales teams and partners to provide implementation proposals and establish confidence with prospects in our ability to deliver
  • Technical understanding of Okta products to assist sales conversations with customers

Qualifications:

  • Experienced sales leader within a SAAS product or service company accustomed to leading sales teams and working with channel partners in the pursuit of multi-million dollar service engagements through solution selling methods
  • Demonstrate ability to achieve monthly and quarterly quota expectations and articulate a structured approach to developing a high performance sales team capability of durable growth and sustained quota achievement
  • 7+ years experience leading public sector SAAS teams (supervisory responsibilities)
  • 15+ years experience of selling Professional Services and/or Technology Solutions.
  • 3+ years experience with Software as a Service and Infrastructure as a Service in a public sector setting
  • General knowledge of cloud architecture as well as on-premise IT landscape
  • Some knowledge and experience in Identity and Access Management (IAM) and Security space preferred
  • Ability to learn Okta solutions at a functional level
  • Functional knowledge of SDLC and demonstrable ability to add value in solving customer related delivery approaches and issue resolution, alongside our delivery team leaders

Owning it

You exhibit an Owners Mindset exhibiting a broad view of success at Okta beyond our team’s specific metrics and an urgency to drive our contributions to Okta’s long term success.  In addition, you can identify critical issues with maturity, while pushing creative thinking beyond the boundaries of existing industry practices and customer mindsets.

Communication

  • Drives customer interactions and provides mentorship and structure to SOW proposal development and PS sales cycles
  • Maintain a proactive communication cadence with all relevant internal and external executives required to meet our business goals
  • Effectively communicate technical information to non-technical audiences
  • Delivers informative, well-organized presentations
  • Understands how to communicate difficult/sensitive information thoughtfully

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

  • 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.

Additional requirements:

  • This position requires the ability to access federal environments and/or have access to protected federal data.  As a condition of employment for this position, 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. 22 CFR 120.15) upon hire.

#LI-Remote

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. 

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$233,000—$349,000 USD The OTE range for this position for candidates located in the San Francisco Bay area is between:$261,000—$391,000 USD

What you can look forward to as an Full-Time Okta employee!

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/.

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Okta
The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 18,800 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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