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Large Enterprise Account Executive - UKI

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Okta

15d ago

  • Job
    Full-time
    Mid-level & Senior Level
  • Sales & Business Development
  • London

AI generated summary

  • You must have expert SaaS sales experience with FTSE 500 companies, self-source opportunities, navigate complex sales cycles, sell to various stakeholders, use a Sales Framework, and work with partner ecosystems.
  • You will drive top of funnel activities, develop account plans, and leverage cross-functional teams to drive growth and success for customers and Okta in the UKI region.

Requirements

  • 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

Responsibilities

  • 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.

FAQs

What size of companies will the Large Enterprise Account Executive be targeting in the UKI region?

The Large Enterprise Account Executive will be targeting accounts between 4000 - 20,000 employees in the UKI region.

What type of industry verticals will the Large Enterprise Account Executive be focusing on?

The Large Enterprise Account Executive will be focusing on a wide range of verticals in the UKI region.

What qualities are Okta looking for in candidates for the Large Enterprise Account Executive role?

Okta is looking for lifelong learners and individuals who can bring unique perspectives and experiences to the team. We are not looking for someone who checks every box, but rather individuals who can make us better.

The World's Identity Company

Technology
Industry
1001-5000
Employees
2009
Founded Year

Mission & Purpose

Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With more than 7,000 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential. More than 10,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

Benefits

  • Healthcare

  • Sick pay insurance

  • Pension scheme

  • Dental