Regional Sales Manager, Enterprise

2 weeks ago

Brisbane, Australia Okta Full time

Our Enterprise AE's at Okta lead the sales process within an assigned territory of business for net new logos into prospective accounts, existing customers and regional consultant influencers.

With an incredible eco-system behind you, you will continually ensure assigned territory growth with net new logos and profitability by developing solid business relationships with new and existing clients for Okta. You will plan and execute strategies and sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts.

You will be able to identify net new leads that fit within ideal client profiles to market Okta's products and services that will meet potential client's needs. You will initiate contact and follow-up on sales meetings and teleconferences, meet sales objectives and targets at profitable rates, move prospects into implementation, and meet established sales goals and quota schedule per plan year's objectives. You will work with sales support to initiate customised proposals and communication for prospective clients and develop familiarity with potential clients to best meet their needs and to field inquiries.

We provide our AEs with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth. The work you will do will directly impact the experience of our customers. As an Okta AE you will:

- Establish a vision and plan to guide your long-term approach to net new logo pipeline generation.
- Consistently deliver ARR revenue targets to support 40%+ YOY growth - dedication to the number and to deadlines.
- Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
- Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your Region.
- Explore the full spectrum of relationships and business possibilities across the client's entire org chart.
- Become known as a thought-leader in Okta's platform.
- Expand relationships and orchestrate complex deals across more diverse business stake-holders.
- Embrace to Okta's #1 core value to always love our customers.
- Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities.
- Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.
- Position Okta at both the functional and "business value" level with target stakeholders.
- Champion Okta to prospective clients at sales presentations, site visits and product demonstrations
- Build effective working partnerships with your Okta colleagues (channel partners, solutions engineering, business value management, customer first and many more globally) with humility and enthusiasm.

You could be a great fit for this role if you have:

- 7+ years of a consistent track record of employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies.
- Previous experience utilising partners, channels, and alliances to sell more successfully and overachieve your quota.
- A measurable track record in new business development and over achieving sales targets.
- Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly.
- Experience in successfully selling during market creation phase.
- Proven track record of successfully closing six figure software cloud deals with prospects and customers in the defined territory.
- Experience in the "C" suite, strong executive presence and polish, and excellent listening skills.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.
- Bachelor's degree; MBA a plus or equivalent experience.

Okta is an Equal Opportunity Employer.

LI-LR1

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