Large Enterprise Account Executive

6 months ago

London, United Kingdom Okta Full time

**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.

This team focuses on targeting accounts between 4000 - 20,000 employees across a wide range of verticals.

**As a Large Enterprise Account Executive you will**:

- Go to market as an expert on both our Workforce and Customer identity cloud offerings.
- Establish a vision and plan for the accounts assigned in your territory by using a tiering approach.
- Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders.
- Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
- Equally utilise Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities.
- 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 our customers.
- Develop trusted and long term advisory partnership with executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals.
- 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.
- Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta.
- Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions.

**You could be a great fit for this role if you have**:

- Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organisations. Large Enterprise at Okta means 4000 - 20,000 employees.
- Experience self sourcing your opportunities through a range of methods with a drive to win and grow new logos.
- Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typical deal sizes you may have sold range from $100,000 - $1,000,000 + ARR
- Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc.
- Expert using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
- Significant experience selling in partnership with GSI’s & the wider partner ecosystem

**#LI-KB2**

**What you can look forward to as an Okta employee**
- Amazing Benefits
- Making Social Impact
- Fostering Diversity, Equity, Inclusion and Belonging at Okta

**Okta**
- The foundation for secure connections between people and technologyOkta is committed to complying with applicable data privacy and security laws and regulations.
- From a competitive salary and employee stock purchasing plan to professional development resources and flexible PTO, Okta offers everything you need to support your work, your life, and your work-life balance.

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