You'll collaborate with a diverse cross-functional group of teams across sales, marketing, enablement, strategy, and others, to develop and implement sales programs and sales plays to meet those needs, then measure the results and adapt the sales programs as necessary.

Responsibilities:

• Craft, build and deliver a programmatic and scalable approach to pipeline generation through sales programs and plays tailored by industry, segment, and business priority to improve pipe generation and progression

• Drive operational excellence by setting standard methodology for all areas of pipeline generation, and build accountability and ownership for the use of standard processes

• Optimise interoperability and alignment of our core GTM teams - Sales Development, core Sales, Solution Architects, Partners, Product Sales, Marketing

• Partner with Data Science, Marketing, Product, and other stakeholders to build and refine the audience, messaging, and strategy for individual sales plays

• Collaborate cross functionally with AMER and APAC Sales Programs counterparts to develop and streamline of high impact global sales programs and play

• Understand EMEA Sales leaders needs and trends, and advise opportunities to leverage sales plays and programs

• Prioritise sales programs and sales plays selection based on market fit, providing seller insight to shape sales play design and collateral

• Proactively and continuously analyse pipeline performance, identifying the highest priority areas for action

• Devise and implement tactics to accelerate pipeline quality and velocity to close

• Conduct retrospectives to continuously learn and iterate on sales program and play quality and impact

• Embed sales play execution and performance tracking into the standing rhythm of business

Minimum requirements:

• 8+ years of experience in sales strategy, sales operations, sales programs, sales consulting, or sales enablement

• Previous experience working with GTM and sales leadership

• Comfort navigating high level executive conversations

• Experience navigating Salesforce, or similar CRM system

• High proficiency with Excel and Google Sheets

• Proven ability to manage and influence cross-functional stakeholders to deliver components of sales plays in a coordinated and timely manner

• Has an enthusiastic “roll up your sleeves” mentality, is a pragmatic problem solver, has a bias to action and “getting things done”

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Okta secures every identity, from AI to human identity, enabling organisations to safely embrace the new era of AI. This work requires a relentless drive to solve complex challenges with real-world stakes.

Job Duties and Responsibilities:

Partner with the regional sales team to develop strategic and technical account and territory plans. Support customers along their sales journey by showing them the value of the Okta technology through live demonstrations and sales presentations. Develop confidence to communicate with stakeholders at all levels of the customer's organisation, including CxO, security, developers, Product Managers and IT administrators. Serve as the key technical advisor for customers, leading the technical solutioning phase for customers, partnering with the sales team and our partners. Act as the Technical Advocate for customers, with Internal Okta teams. Execute well-defined, outcome-focussed POCs. Build and manage technical relationships with Okta Customers, Technology Partners and Delivery Partners. Participate in Okta Marketing led events, as a Speaker / Thought Leader and an attendee. Enjoy travelling and meeting customers. Travel will be mainly domestic. There may also be opportunities to travel to other Asia Pacific countries to support teammates; and within the US for training and conferences.

Skills & experiences that will help in the role:

Minimum of 1-2 years experience in a pre-sales consulting role, or customer facing consulting role. Strong communication skills, written and verbal, and an ability to quickly communicate complex ideas around a technical topic, using various means, including in front of a whiteboard. Communicate effectively with stakeholders at all levels of the customer's organisation, including CxO, security, developers, and IT administrators. Ability to be organised and analytical, and eliminate sales obstacles using creative and adaptive approaches. A passion to be in the forefront of technology, learning a diverse set of technologies that Okta integrates with and helping solve real world Identity challenges. Enjoy being in a fast paced environment, operating at the speed of cloud, to help customers accelerate their journey to the cloud, rapid adoption of technology and design their Zero Trust security strategy with Identity as the foundation.

You might also have (not mandatory):

Experience with Identity & Access Management, Single Sign-on, Security and API-based solutions. Experience with at least one standard network security protocol (eg. OAuth 2.0, OpenID Connect, SAML, LDAP). Proficient in either IT Security, Identity and Access Management or Developer domains. Bachelor's degree in Engineering, Computer Science, MIS or a comparable field. Hands-on experience in one or more of the following areas: web development (JavaScript, HTML, frontend frameworks), mobile development (iOS, Android), backend (Java, C#, Node.js, Python, PHP, Ruby) development, IP-based real-time communications. Software developer experience.

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