[Hiring] Area Vice President, Strategic Sales @Okta

Role Description

The Area Vice President of Strategic Sales will define market tactics to meet annual business goals. They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex Eastern territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually.

What you’ll be doing:

• Attract, recruit, hire, and mentor the Strategic sales leadership team.
• Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.).
• Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable.
• Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results.
• Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same.
• Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.).
• Effectively develop, design, build, and execute all aspects of the business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results.
• Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Region.
• Own the pipeline generation strategy and work 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.
• Travel as necessary to build and cultivate customer and prospect relationships.

Qualifications

• 10+ years’ experience building and running sales teams in a SaaS environment.
• Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion.
• 3+ years’ experience as a second line sales leader.
• Previously led a $20M+ (minimum) ARR sales organization with 40%+ growth.
• Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders.
• 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.
• Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Proven ability to hire and retain a high performing sales team with humility and confidence.
• Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels.
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC).

Requirements

• Strong leadership and management skills.
• Ability to forecast and manage sales metrics.
• Experience in building and executing business plans.
• Proven track record of revenue growth.
• Ability to travel as necessary.

Benefits

• Annual On Target Compensation (OTE) range between $408,000 — $605,000 USD.
• Equity (where applicable).
• Health, dental and vision insurance.
• 401(k) plan.
• Flexible spending account.
• Paid leave, including PTO and parental leave.