Distinguished Solution Engineer, Key Accounts (Central U.S.)

Okta is The World’s Identity Company, focused on providing secure access and authentication solutions. The Distinguished Solution Engineer will act as a technical sales strategist and partner to Key Accounts Sales Leadership, driving strategic deals and enabling repeatable success across regions.

Responsibilities:

• Lead pursuit strategy for large, multi-stakeholder deals
• Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts
• Build and operationalize repeatable sales motions, partner strategies and AI-enabled sales plays
• Scale and institutionalize best practices that improve win rates and deal velocity
• Serve as a trusted advisor to Okta’s GTM sales leadership, helping to define and execute go-to-market strategies for high-impact pursuits
• Develop frameworks and methodologies to increase consistency and predictability across strategic deal cycles
• Partner with the Office of the FCTO to align platform sales narratives with market trends
• Lead the planning and execution of enterprise-scale sales initiatives across key industries and territories
• Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration
• Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact
• Partner with Enablement and Sales Operations to institutionalize pursuit excellence and best practices
• Facilitate collaboration between regional teams, specialists, and executive sponsors to improve strategic account coverage
• Engage with industry and partner ecosystems to promote Okta’s leadership in identity sales
• Represent Okta in field events, customer summits, and strategic planning forums
• Foster collaboration across GTM teams to enhance pipeline growth and field readiness
• Foster executive-level technical relationships in Okta’s Key Accounts
• Partner with the Office of the Field CTO to refine Okta’s positioning around AI and next-generation identity for Key Accounts
• Lead initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth
• Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment

Requirements:

• 15+ years of experience in identity, cybersecurity, SaaS or AI-related domains
• Proven track record of driving strategic sales programs and large, complex deal pursuits
• Deep understanding of applications in enterprise go-to-market and security contexts
• Strong executive presence and ability to influence senior business and technical leaders
• Exceptional storytelling and communication skills, including experience building content and presenting to C-level audiences
• Recognized as an industry thought leader with a history of industry publications and conference presentations
• Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization
• Demonstrated success in designing and scaling AI-enabled or platform-based sales motions
• Strong understanding of Okta's platform, ecosystem, and identity security landscape
• Experience working with Fortune 100 enterprises or large regulated industries
• Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies
• Ability to thrive in a matrixed environment, balancing strategic vision with operational execution
• Passion for innovation, collaboration, and customer success