Job Description

Get to know Okta
Okta is The World\xe2\x80\x99s Identity Company. We free everyone to safely use any technology\xe2\x80\x94anywhere, 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\xe2\x80\x99re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We\xe2\x80\x99re building a world where Identity belongs to you. Okta is seeking a world-class deal strategy leader to partner with the APJ GTM teams to grow the business and close the best deals possible. The APJ Deal Strategy lead will set the strategy and direction with APJ GTM leadership to help Okta scale to $4B+, driving innovative approaches and operational excellence to help the field win. This role requires strong cross functional executive collaboration and influence along with the ability to deal with ambiguity, come up with creative solutions and drive urgency with quarterly business cadence while transforming for scale. This leader will have team management responsibilities with the opportunity to further build out a team over time to drive scale in deal coverage and business impact. The person in this role will work across APJ GTM leadership and cross-functional support teams such as Legal and Finance to determine the best deal structures as we ramp up the business. This leader will drive and maintain the deal strategy and operational excellence in alignment with global best practices. In addition, this leader will work with the broader business planning team including P&P, Business Value and Compete along with IT to support successful rollout of new offers and programs to market. As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful leader in this role will have a combination of skills across deal strategy & management, customer negotiations, business value positioning, deal analytics, program management, communication, influencing and collaboration. Core responsibilities will include:

• Drive deals management strategies that will help Okta scale to $4B+ in revenue
• Work closely with leaders in the GTM teams to craft deal proposals, evaluate and apply new buying programs, business models and monetization strategies
• Gather GTM team feedback on deal quality and velocity improvement proposals
• Provide well-reasoned deal structuring guidelines and optimization recommendations GTM leaders across the organization and the executive team.
• Govern commercial terms and non-standard approvals
• Define and evaluate Key Performance Indicators to track impact of deal strategies and guidelines
• Support customer facing discussions where appropriate, to help sales win business.
• SME support for deal enablement and training content for the sales team to help best position deal commercial terms and conditions with customers.
• Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities.
• Provide leadership to further scale and optimize the team, setting priorities to maximize impact

Required Skills:

• Bachelor\xe2\x80\x99s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• Minimum of 2 years of experience (preferably 4) in a deal strategy leadership role. May consider candidates with deal experience and a combination of the following areas: strategy consulting, strategic finance or corporate strategy, ideally at a SaaS or enterprise software company to equal 4 years.
• 2 years of direct people management/team management experience.
• Ability to quickly grasp new product and business model concepts, consistently apply critical and structured thinking to new areas.
• Action-oriented to solve problems and get a lot done in short timeframes.
• Demonstrated leadership experience driving complex, cross-functional execution.
• Exceptional communication and collaboration skills across all levels of an organization.

Okta\xe2\x80\x99s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company\xe2\x80\x99s 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\xe2\x80\x99s 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\xe2\x80\x99s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

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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/Affirmative Action 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/.







Okta
The foundation for secure connections between people and technology
Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,400 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 17,600 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers. 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/. By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta. More details about Okta\xe2\x80\x99s privacy practices can be found at https://www.okta.com/privacy/.
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. Click here to learn more: https://rewards.okta.com/us