Manager, Technical Account Management - Public Sector

The Okta Technical Account Management Team
The TAM team empowers Okta customers to deliver secure, scalable, and transformative identity solutions by acting as their trusted identity coach. We drive lasting success through elevated technical maturity. We act as “Field CPO” for our customers, proactively guiding their identity decisions and long-term identity vision. We guide a customer’s workforce identity strategy, customer identity strategy, and security posture while driving value in Okta’s suite of products and, ultimately, retention at contract renewal.

This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

The TAM Manager Opportunity
We are looking for a highly motivated and experienced Manager, Public Sector Technical Account Management (TAM) to lead and develop a team of Technical Account Managers. In this role, you will oversee TAMs who support our public sector clients, ensuring high levels of customer satisfaction, technical enablement, and strategic alignment. Your leadership will be instrumental in ensuring our customers receive the highest security and IAM advice while achieving their business objectives. You will drive operational excellence, foster cross-functional collaboration, and ensure your team delivers exceptional service to meet the unique needs of our growing public sector organizations.

What you'll be doing:

• Recruit, mentor, and manage a team of highly skilled Technical Account Managers focused on public sector accounts.
• Set clear performance goals and provide ongoing feedback and development opportunities to ensure team success.
• Partner with leaders across TAM, Customer Success, Sales, and Product to implement customer-first thinking within the team. 
• Provide coaching and career development to grow the talent in your team, fostering a culture of collaboration, accountability and continuous improvement.
• Effectively balance the workload and capacity of your team while ensuring you’re building talent for future demand.
• Working with Senior TAM Leadership to define quarterly budgets and manage headcount plans.
• Establish clear performance objectives and regularly assess team members. Offer constructive feedback and support to enhance their skills while providing leadership and guidance to coach and motivate them toward optimal performance and career development.
• Collaborate with TAMs to strengthen client relationships, addressing complex issues and ensuring customers receive proactive support tailored to their needs.
• Ensure the TAMs exceed Okta’s expectations in core product and identity knowledge pertaining to PubSec (e.g. FedRAMP, SLED specific regulations, etc.) communication, execution and contribute to the larger TAM function.
• Ensure that individual contributors create high-quality, customer-facing materials, including but not limited to Technical Success Plans, Business Reviews and Best Practices.
• ​​Proactively identify potential churn or attrition risks in client accounts and develop strategies to mitigate those risks effectively.
• Work closely with the assigned accounts to proactively find revenue growth opportunities and seamlessly pass the opportunity to sales/presales.
• Identify and implement best practices and process improvements to enhance service delivery, efficiency, and customer satisfaction.

What you’ll bring to the role:

• Typically, 8+ years of relevant experience with a Bachelor's degree or (equivalent combination of education and work experience). Additionally, requires 2+ years of managerial/leadership experience.
• Understands the technical considerations and certifications specific to the government.
• Understands the government regulatory and compliance requirements.
• Multiple years experience managing TAM, presales, or equivalent technical solutions teams at any level; individual contributor experience in these roles a plus.
• Strong leadership and team management skills, with a proven ability to build and lead high-performing teams.
• Experience managing a recruitment process and scaling a team.
• Experience driving software adoption, minimizing churn and helping GTM grow the account base
• Expertise in Cybersecurity / SaaS solutions.
• Exceptional communication, presentation, and stakeholder management skills.
• Ability to navigate complex, regulated environments and manage competing priorities.

Additional requirements:

• This position requires the ability to access federal environments and/or have access to protected federal data.  As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.

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