Area Sales Director, Strategic

What you’ll be doing

• Attract, recruit, hire, and mentor the Strategic Account Executive sales team.
• Lead a team of Okta's Strategic Account Executives, managing our largest customers.
• Create an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency.
• Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.
• Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably.
• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities.
• Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.).
• Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results.
• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise accounts/prospects, partners or industry verticals throughout the Region.
• Own the pipeline generation strategy and with internal stakeholders to execute against the strategy.
• Maintain market intelligence and develop strategies to maintain Okta’s leadership position.
• Exhibit a growth mindset with the ability to outline the long term vision and strategy.

What you’ll bring to the role

• 15+ years’ experience building and running Strategic sales teams in the software industry.
• 7+ years’ experience as a front line sales leader.
• Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement.
• Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler.
• Technical aptitude and are experienced selling into CEOs, CFOs, CIOs, CTOs and Lines of Business.