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[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
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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.
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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.
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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.
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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.
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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.