Get to know Okta

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.

The  Opportunity

We are looking for someone to join our team who will be responsible for managing the Managed Service Provider (MSP) partnership.  This is a first of its kind role in the GTM organization that will be pivotal in building a new revenue stream for Okta in Japan.  To succeed, you will need to have a passion for building a business, creative problem solving, while being a continuous learner and strong collaborator who strives to deliver results through a focused, targeted and strategic engagement approach.

Reporting to the VP and Country Manager of Japan and dotted line to the Head of Partners and Alliances of Japan, the MSP Account Executive will own the relationship with our MSP Partner. This role is dedicated to the success of the MSP partnership and will drive the MSP selling motion.  You will need to support and guide the MSP to ensure no churn, but rapid growth. Success will see rapid adoption of Okta by MSP customers, and having the expertise and success in upsells of more Okta licenses to accelerate the growth of the business. 

As a MSP Account Executive, you play an important role in working with and connecting the MSP’s needs to Sales and Channel Leadership, Product Management, Engineering, Support, Renewals, Professional Services and MSP Program teams across Okta Japan, Asia Pacific and HQ. 

Key Responsibilities and Attributes

• Ownership: Take ownership of the MSP Partnership and Book of Business, accelerate adoption, identify growth opportunities, remove blockers and establish yourself as a high-value business partner to MSP stakeholders.
• MSP Success and Growth: Collaborate with MSP to develop roadmaps and strategies to drive success and accelerate growth of the MSP business, tracking goals and progress, while identifying opportunities for improvement.
• Drive Demand Creation: Support and enable the MSP with tailored GTM and demand creation strategies to drive pipeline to help achieve sales and financial plans. 
• Communications: Build strong relationships through effective and concise communication with MSP stakeholders and internal teams. Enhance MSP satisfaction, improve collaboration, and understand MSP problems and goals.
• Build Regular Cadence: Set up and chair regular check-ins and business reviews with MSP and internal stakeholders to ensure execution to plan and strategic alignment for continuous improvements on operations, planning, forecasting, etc
• Commercial and Contractual Negotiations: Drive commercial negotiations and contractual executions, through renewals, expansions and upsells, working with the MSP and internal Okta stakeholders. 
• Build and Maintain Executive Relationships: Build strong relationships with key decision-makers, identify, map and promote executive engagements between Okta and the MSP.  Be the partner advocate inside Okta for the MSP and the Okta advocate inside the MSP through engagements with multiple key stakeholders to ensure Okta is top of mind. 
• Proactive Problem-Solving: Identify and solve problems efficiently by proactively addressing potential issues and collaborating with MSP and internal teams to find suitable solutions.
• Cross-Functional, Cross-Geo Collaboration: Work effectively with cross-functional teams in Okta across geos including Japan, Asia Pacific and HQ, to share information and resources, drive initiatives, and engage in conversations to better assist the MSP in delivering results. 
• Supporting Roles to Ensure Success:  While areas such as Support, Escalations, Training and Enablement are owned by different Okta stakeholders, the MSP Account Executive will help simplify, expedite, advocate and escalate where required to help drive success.
• Proficient bi-lingual English and Japanese skills for oral, written and presentation is mandatory.

You would be Ideal for this role if you have: 

• Experience in customer account management including account executive roles managing customer relationships, driving sales opportunities to deal closure, in a direct / discreet sales quota carrying capacity. 
• Customer-centric and proactive team player mindset that is focused on driving account success and growth through targeted, focused, strategic planning. 
• Proven success in demand creation and ability to support and mentor others in driving GTM pipeline strategies and outcomes.
• Proven success in working in and navigating enterprise environments, building trusted relationships and collaborating at all levels in the organization, internally and externally. 
• Ability to operate in a fast-paced environment, adapt to changing priorities, think ahead, and solve problems creatively with minimal direction. 
• Ability to take on feedback, be willing to learn new things, build new things, own problems, have a growth mindset and align to Okta core values
• Ability to organize, prioritize, complete activities and meet deadlines on a daily basis for operational efficiency
• Flexibility to occasionally attend global meetings, training, kick offs as well as other things

You will an extra advantage to be considered for this role if you have: 

• Experience in customer success management, ideally working with customers to drive adoption of a technical platform or solution. 
• Experience working with and deep understanding of Managed Service Providers (MSP) partnerships and business models
• Program management experience managing multiple stakeholders across different workstreams to an aligned business outcome
• Strong executive presence and communication skills

#LI-Onsite#LI-YK1

What you can look forward to as an Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta 

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/.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

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