Public Sector Account Executive

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

Public Sector Sales Account Executive Opportunity - UK/I Focus

As an Okta Public Sector Account Executive, you will go to market as an expert on our Workforce Identity Cloud offering, helping public sector organisations improve productivity and strengthen security against the biggest identity threats. You will be focused on providing value to C-Suite and senior public sector decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers.

What You’ll Be Doing:

• Establish a vision and plan to guide your long-term approach to net new logo pipeline generation and territory strategy across assigned UK Public Sector accounts
• Build thorough account plans detailing customer strategy, financials, pains, workforce security objectives and key stakeholders
• Consistently deliver revenue targets to support YoY territory growth
• Proactively drive your own top of funnel activity through calls, InMails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
• Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta
• Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
• Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of Okta solutions
• Develop trusted and long-term advisory partnerships with Executives in your accounts, leveraging Okta technology to support them in hitting their key strategic goals
• Holistically embrace, access, and utilize Okta partners (GSIs, Channel & Alliances) to identify and open new, uncharted opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (SDRs/BDRs, Partners, Pre-Sales, Solutions Architects, Legal, Deal Desk, Customer First, etc)
• Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing
• Build mutual action plans in partnership with your customers to create shared accountability
• Travel as necessary to build and cultivate customer and prospect relationships

What you’ll bring to the role:

• 4 + years success in growing revenue for sophisticated, complex enterprise SaaS products, ideally within or aligned to the UK Public Sector
• Experience selling Workforce Security, Identity Management, or enterprise IT solutions
• Ability to evangelize, educate and create demand with C-level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• Significant experience selling in partnership with GSI’s & the wider partner ecosystem
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

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