Strategic Account Executive - St Louis, MO

As a Strategic Account Executive at Okta, you will be responsible for engaging with large enterprise customers, developing and executing sales strategies, and consistently meeting or exceeding revenue targets. You’ll also be identifying key decision-makers at prospect accounts while cultivating relationships with existing customers to drive growth.

To qualify for the Strategic Account Executive position at Okta, candidates should have a minimum of 12 years of experience in growing revenue for complex enterprise SaaS products. They need strong communication skills, the ability to engage C-level executives, and experience navigating complex sales cycles.

Driving revenue as a Strategic Account Executive at Okta involves establishing a strategic vision for generating new business, effectively cultivating existing customer relationships, and leveraging partnerships within the Okta ecosystem to identify new opportunities.

At Okta, Strategic Account Executives adopt a value-based sales approach. This involves understanding customer challenges and proposing tailored solutions that highlight how Okta's identity solutions can provide significant value to their organization.

Strategic Account Executives at Okta can expect a dynamic work environment that supports innovation and collaboration. The company promotes flexibility and ensures that employees have the tools and technology they need to work productively, regardless of where they are.

To effectively build relationships with C-level executives, I begin by thoroughly researching their industries and challenges. I then tailor my communication to address specific pain points and focus on how solutions could benefit their organization.

Having worked on complex sales cycles, I’ve learned the importance of aligning with multiple stakeholders and facilitating communication throughout the process. My strategy involves early identification of all key players and ensuring their concerns are addressed at each step.

For pipeline generation, I rely on a mix of networking, leveraging existing relationships, and targeted marketing efforts. I also utilize data-driven insights to identify potential sales opportunities and focus my efforts on high-potential leads.

I have extensive experience in partnership selling, often collaborating with GSIs and ecosystem partners to identify and create value for clients. Building and nurturing these partnerships has been crucial in expanding our reach and enhancing our service offerings.

When faced with objections, I listen actively to understand the concerns being raised. I aim to reassure prospects by providing relevant case studies or data that align with their specific situation, demonstrating the value of our solutions.

I’m well-versed in various sales frameworks, particularly MEDDPICC. I find it effective because it encourages a thorough understanding of the sales process, from identifying metrics to decision criteria which helps in crafting compelling value propositions.

Prioritization is based on a combination of potential revenue, strategic fit, and the specific needs of each prospect. I maintain a balanced approach by focusing on both high-potential new logos and nurturing existing accounts.

Successful deal closures rely heavily on clear communication and understanding the needs of the customer. I typically outline a detailed proposal that addresses their challenges, and I ensure I have addressed all decision-makers’ concerns before pushing for a close.

To stay current with industry trends, I engage in continuous learning through webinars, attending relevant conferences, and participating in professional networks. This ongoing education helps me provide insightful recommendations to clients.

Success in sales is measured through a combination of meeting or exceeding quotas, building strong relationships with customers, and receiving positive feedback. I also consider personal growth and the value I bring to my team as critical success metrics.