Job Abstract

The SLED Account Team

We are seeking an exceptional, growth-minded sales leader to join our team as a Vice President of SLED. This position reports to the SVP of the Public Sector. The Vice President of SLED will define market tactics to meet annual business goals. They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta.

As The Vice President, SLED you will:

• Able to attract, recruit, hire and mentor the SLED sales leadership team.
• Manage a team of SLED front line leaders and partner closely with other functional teams (SEs, PS, Channel/Alliances team, Legal, Desk Desk etc.).
• Open, inclusive and fostering a positive successful team oriented environment, building a results-driven culture of accountability and transparency.
• Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.
• Accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably.
• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
• Accountable for accurate forecast monthly, quarterly, and annual targets; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
• Effectively develop, design, build, and execute all aspects of the SLED business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results.
• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, enterprise accounts/prospects, partners or industry verticals
• Unearth customer insights, define the value proposition, determine appropriate sales and marketing strategy to maximize growth objectives.
• Own the pipeline generation strategy and with internal stakeholders to execute against the strategy.
• Growth mindset with the ability to outline the long term vision and strategy.
• Ensure the best utilization of supporting resources jointly with the Sales management team Develop and maintain relevant senior level contacts within the Okta partner eco-system (ISVs, resellers, and GSIs).

You will be a great fit for us if you have:

• 10+ years’ experience building and running enterprise sales teams in the software industry
• 3+ years’ experience as a second line (or third line) sales leader
• Must have previously led a $50M+ (minimum) ARR sales organization with 40%+ growth
• Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics. Subscription, SaaS, or Cloud software experience.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Mastery of Consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
• Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs and Line of Business
• An innovator with the courage to nourish “outside the box” thinking to surface and pursue new ideas

***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.

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies

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