Enterprise Account Executive

Okta•Tennessee, TN

4h•$260,000 - $358,000•Remote

About The Position

Enterprise Account Executive to drive revenue growth calling on Enterprise accounts. This role requires a passionate, results-oriented sales professional who can continually ensure assigned territory growth with net new logos and profitability by developing solid business relationships with new and existing clients for Okta. The EAE will plan and execute strategies and sales tactics in areas such as generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery, negotiations, closing and executing contracts. The role also involves identifying net new leads that fit within ideal client profiles to market the company’s products and services, initiating contact and following up on sales meetings and teleconferences, meeting sales objectives and targets at profitable rates, moving prospects into implementation, and meeting established sales goals and quota schedule per plan year’s objectives. The EAE will also work with sales support to initiate customized proposals and communication for prospective clients and develop familiarity with potential clients to best meet their needs and to field inquiries.

Requirements

8+ years of a consistent track record of employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies.
Previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota.
Experience in selling a similar complex solution software (enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics).
A measurable track record in new business development and over achieving sales targets.
Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly.
Experience in successfully selling during market creation phase.
Proven track record of successfully closing six figure software cloud deals with prospects and customers in the defined territory.
Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.
Experience with target account selling, solution selling, and/or consultative sales techniques.
Bachelor's degree or equivalent experience.

Nice To Haves

Knowledge of MEDDIC and Challenger methodologies is a plus.
MBA a plus.

Responsibilities

Establish a vision and plan to guide your long-term approach to net new logo pipeline generation.
Consistently deliver ARR revenue targets to support 40% YOY growth – dedication to the number and to deadlines.
Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your Region.
Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
Become known as a thought-leader in Okta’s platform.
Expand relationships and orchestrate complex deals across more diverse business stake-holders.
Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities.
Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.
Position Okta at both the functional and “business value” level with target stakeholders.
Champion Okta to prospective clients at sales presentations, site visits and product demonstrations
Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally) with humility and enthusiasm.