Regional Sales Manager, Enterprise

Okta•Los Angeles, CA

18h•Remote

About The Position

The Regional Sales Manager is an individual contributor role on Okta’s Enterprise Sales Team, which manages the sales process for medium-sized customers. The role is suited to a motivated, self-driven, experienced account executive who is passionate about security and protecting against identity threats. The successful candidate will grow territory revenue through new customer acquisition and by developing existing customer relationships. The position includes sales presentations, site visits, product demonstrations, and representing Okta professionally to prospects and customers. In-person onboarding and travel to Okta’s San Francisco headquarters or Chicago office are required during the first week of employment. Travel as necessary to build and cultivate customer and prospect relationships.

Requirements

At least 8 years of success growing revenue for sophisticated, complex enterprise SaaS products.
Ability to evangelize, educate, and create demand with C-level decision-makers.
Ability to navigate complex sales cycles involving multiple customer and internal stakeholders.
Proven success selling to C-suite executives and building partnership and buy-in among multiple stakeholders.
Significant experience selling in partnership with global systems integrators (GSIs) and the wider partner ecosystem.
Excellent communication and presentation skills with audiences of all levels and technical aptitudes.
Confidence, self-direction, humility, and ability to work successfully in teams.
Expertise using a sales framework such as MEDDICC, Challenger, or Sandler.
Ability to attend in-person onboarding in San Francisco, CA, or Chicago, IL, during the first week of employment.

Responsibilities

Establish a vision and plan for long-term net-new-logo pipeline generation.
Consistently deliver revenue targets to support year-over-year territory growth.
Identify, develop, and execute account strategies to generate pipeline, advance sales opportunities, and deliver repeatable, predictable bookings.
Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating a network of decision-makers.
Scope, negotiate, and close agreements to meet and exceed revenue quota targets.
Use Okta partners to identify and open new opportunities.
Build and nurture effective working partnerships within the Okta ecosystem, including xDRs, partners, Presales, and Customer First.
Use a value-based sales approach and bring a compelling point of view to customer engagements.
Travel as necessary to build and cultivate customer and prospect relationships.
Conduct sales presentations, site visits, and product demonstrations for prospects and customers.