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.

Position description:

The Senior Manager, Commercial Services Sales is responsible for scoping and selling Okta Professional Services (PS), and managing a team of PS Services Sales Executives within the AMER Commercial region.  This is a ‘player/coach’ role as we are looking for an experienced services sales person who has the capability to perform technical scoping of engagements, as well as manage and lead a team of PS Sales Executives.  This person is accountable for meeting regional bookings quota by actively managing and supporting services delivery sales team.

You will partner with the license sales team and lead with scoping, selling, and positioning of Okta Services with the goal of delighting our customers by accelerating their time to value. As an active participant 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.

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
• Provide weekly forecast of Regional Team Bookings to PS leadership
• Own AMER regional Services and Training bookings quota in assigned territory
• Recruit, train, mentor, and manage experienced hires selling professional services on your team
• Translate high-level product proposals into an implementable technical solution
• Execute Professional Services technical scoping activity with prospective customers and produce proposal, level of effort, Statement of Work, and resource plans
• Plan and lead teams of resources involved in scoping professional services for our most complex solutions and the largest customers.
• 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 customer as a trusted advisor in product deployment and process decisions.
• Participate in virtual teams to assist buildout Okta Services methodologies, processes, offerings/services, and collateral

Qualifications:

• 3+ years of people management experience
• 4+ years experience of selling Professional Services and/or Technology Solutions.
• 4+ years meeting and exceeded services bookings targets in a services organization.
• 6+ years 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.
• 4+ years of experience mastering 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.
• 3+ years 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, Active Directory, LDAP)
• 3+years experience with Software as a Service and Infrastructure as a Service
• 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
• Project Management experience is a plus
• Ability to learn Okta solutions at a technical consultant level

Required Qualifications:

• Must be located in Pacific or Mountain Time Zones and able to work West Coast hours

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

#LI-Remote

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:$193,000—$289,000 USD The OTE range for this position for candidates located in the San Francisco Bay area is between:$216,000—$324,000 USD

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.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.