Director Solutions Engineering, Key Accounts (West Coast)

Okta is a company focused on securing identities to unlock the potential of AI. They are seeking a Director of Solutions Engineering to lead a team that advises strategic customers on providing secure digital experiences, driving operational excellence, and building strategic alliances.

Responsibilities:

• Build and Lead a World-Class Team: You will be leading a team of five Principal+ Solutions Engineers with an expectation that the Key Accounts segment will grow to include a leadership team reporting to you. You will drive the full hiring process—from sourcing to closing—to attract top talent, and foster their professional growth through hands-on development plans
• Drive Strategic Engagements: Champion a structured approach to strategic presales engagements, ensuring the consistent use of technical strategies, roadmaps, and playbooks to win large, complex deals
• Drive Operational Excellence: Drive operational rigor across the Key Accounts SE organization. Establish and track KPIs to measure team success, and continuously refine processes and engagement models to optimize efficiency and impact
• Serve as an Executive Sponsor: Actively work on strategic deals, providing executive sponsorship and proposing innovative strategies to ensure the success of opportunities. Build deep relationships with senior technical and executive decision-makers (CIOs/CISOs) at our customers, and act as a crucial feedback loop to Okta's Product and Engineering teams
• Build Strategic Alliances: Partner closely with Sales Leadership to operationalize enterprise sales methodologies (e.g., MEDDPICC, Command of the Message). Aligning with Operations, Enablement, HR, and Finance to operationalize the strategy including workforce planning, skills development, and budget alignment, ensuring the team is resourced for success

Requirements:

• Demonstrated success in a leadership capacity within a presales organization, selling to Fortune 50 companies
• Experience building and leading geographically distributed teams of managers and a proven ability to develop talent to meet both their career goals and the organization's goals
• Proven experience building and scaling repeatable, strategic engagement models in a presales environment
• Experience with and a proponent of Value and Business Outcome-based selling methodologies, including MEDDPICC and Command of the Message framework
• Exceptional communication skills with the proven ability to influence C-level executives and navigate highly matrixed organizational structures
• A strong vision for Okta's market opportunity and how our customers can leverage Okta solutions to drive business outcomes
• 7+ years of presales leadership experience
• Bachelor of Science in Engineering, Science, or Mathematics, or equivalent experience
• Deep expertise in the security product market, including competitive offerings and industry trends