[Hiring] Director Solutions Engineering, Key Accounts @Okta

Role Description

Reporting into the Senior Director, AMER Presales Strategic and Key Accounts, this role will lead the Solutions Engineering team focused on Okta’s most strategic and highest-potential customers. As a leader, you will be adept at seeing ahead to future possibilities and translating them into breakthrough strategies. You will be results-focused, partnering closely with our Key Account sales leadership and the cross-functional team to create and execute a plan of action to achieve our ambitious growth targets.

You will also be a key leader in driving a standardized set of repeatable SE processes and artifacts designed to increase our technical win rate and drive multi-million dollar wins.

What you’ll be doing

  • Build and Lead a World-Class Team:
    • Lead a team of five Principal+ Solutions Engineers.
    • Drive the full hiring process—from sourcing to closing—to attract top talent.
    • Foster professional growth through hands-on development plans.
  • Drive Strategic Engagements:
    • Champion a structured approach to strategic presales engagements.
    • Ensure the consistent use of technical strategies, roadmaps, and playbooks to win large, complex deals.
  • Drive Operational Excellence:
    • Drive operational rigor across the Key Accounts SE organization.
    • Establish and track KPIs to measure team success.
    • Continuously refine processes and engagement models to optimize efficiency and impact.
  • Serve as an Executive Sponsor:
    • Actively work on strategic deals, providing executive sponsorship.
    • Build deep relationships with senior technical and executive decision-makers (CIOs/CISOs) at our customers.
    • Act as a crucial feedback loop to Okta's Product and Engineering teams.
  • Build Strategic Alliances:
    • Partner closely with Sales Leadership to operationalize enterprise sales methodologies (e.g., MEDDPICC, Command of the Message).
    • Align with Operations, Enablement, HR, and Finance to operationalize the strategy.

Qualifications

  • Demonstrated success in a leadership capacity within a presales organization, selling to Fortune 50 companies.
  • Experience building and leading geographically distributed teams of managers.
  • Proven ability to develop talent to meet both their career goals and the organization’s goals.
  • Proven experience building and scaling repeatable, strategic engagement models in a presales environment.
  • Experience with and a proponent of Value and Business Outcome-based selling methodologies, including MEDDPICC and Command of the Message framework.
  • Exceptional communication skills with the proven ability to influence C-level executives.
  • A strong vision for Okta’s market opportunity and how our customers can leverage Okta solutions to drive business outcomes.
  • 7+ years of presales leadership experience.

Requirements

  • Bachelor of Science in Engineering, Science, or Mathematics, or equivalent experience.
  • Deep expertise in the security product market, including competitive offerings and industry trends.

Benefits

  • Health, dental and vision insurance.
  • 401(k) plan.
  • Flexible spending account.
  • Paid leave, including PTO and parental leave.
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