Services Account Executive - Department of Defense

Washington D.C.

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Position description:

The Services Account Executive, Public Sector is a Services Sales role responsible for selling Okta Professional Services and Professional Services business development to our Public Sector (FED) customers. We are looking for an experienced services sales person who excels in positioning the value of Okta Professional Services. They will be responsible for conducting customer meetings with C-level personnel and negotiating SOW terms and fees. The Services Account Executive is accountable for meeting Professional Services booking quota and is a governing partner during delivery.

You will partner with the license sales team and lead with scoping, selling, and positioning of Okta Professional Services with the goal of delighting our customers by accelerating their time to value. As a governing partner during delivery, you will provide leadership and mentoring as needed to the PS Delivery team, responsible for a smooth transition to the Delivery team, and collaborate with the Customer Success ecosystem to ensure deployment meets what was sold. Finally, you will also be responsible for the continuous improvement of services sales processes and methods. This role will report to the VP of Professional Services, Enterprise West Region.

Job Duties and Responsibilities:

  • Articulate and sell the value of Okta Services within prospective and existing accounts enterprise customers
  • Work in conjunction with Sales Representatives, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive Okta proposal
  • Own Services pursuits (bookings quota) and revenue performance in territory
  • Plan and lead Professional Services scoping activity with prospective customers and produce proposal, level of effort, Statement of Work, and resource plans
  • Plan and lead Training positioning and discovery with prospective customers, make training recommendations, and ensure appropriate training is included in proposals and quotes.
  • Work harmoniously with Okta channel partners on joint proposals and scoping to ensure customer success
  • Being recognized by customers as a trusted advisor in product deployment and process decisions.
  • Perform in a billable capacity as a governing partner during implementation to continue customer sponsor and executive relationship, and assist with critical issues and expectation coordination.
  • Participate in virtual teams to assist buildout Okta Services methodologies, processes, offerings/services, and collateral

Minimum Qualifications:

  • 8+ years of experience selling Professional Services or Technology Solutions. 
  • 3+ years of experience in the Public Sector space, specifically within the DoD 
  • Have met and exceeded bookings and utilization targets.
  • Building and maintaining positive relationships with key partners throughout a delivery process.
  • Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
  • Breadth of knowledge executing the SOW/Proposal processes by scoping, producing, and delivering to the customer SOW’s that meet customers documented requirements
  • Can articulate relevant customer success stories and metrics that demonstrate value to the customer.
  • Some experience with technologies and protocols to support identity federation and robust access control models (e.g., SAML 2.0, XACML, WS-Federation, WS-Trust, OAuth, OpenID)
  • Some knowledge of enterprise web technologies, security and state of the art infrastructures
  • 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
  • AD and LDAP experience is useful.
  • SaaS experience: Salesforce, NetSuite, Workday, Okta preferred
  • Project Management experience is a plus
  • Experience working with Public Sector/State & Local Government customers
  • Ability to learn Okta solutions at a fairly technical level

Problem Solving

You exhibit confidence and a deep understanding of emerging industry practices when solving business problems. In addition, we want someone who displays certainty in driving requirements, estimating, scoping, and selling proposals. You can identify critical issues with ease, 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
  • Communicates with internal and external customers and management
  • Effectively communicate technical information to non-technical audiences
  • Delivers informative, well-organized presentations
  • Understands how to communicate difficult/sensitive information thoughtfully

Team and Customer Interaction

  • Facilitates and leads effective team interaction
  • Communicates effectively with customers to identify needs and evaluate alternative business and technical solutions with customers
  • Continually seeks opportunities to increase customer satisfaction and deepen client relationships
  • Manages client expectations effectively

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.

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:$145,000—$217,000 USD The OTE range for this position for candidates located in the San Francisco Bay area is between:$162,000—$244,000 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 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 19,300 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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