Okta for Developers · 1 week ago
Key Accounts Director, Philadelphia
Pennsylvania, United States
Full-time
Hybrid
Director/Executive
$356K/yr - $534K/yrOkta is The World’s Identity Company, providing secure access and authentication solutions. The Key Accounts Director is responsible for managing and expanding revenue within strategic, high-value accounts, acting as a business strategist and primary executive contact for key stakeholders.
Computer Software
Responsibilities
Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio
Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account
Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership
Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams
Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority
Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO)
Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience
Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts
Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including 'sell to, sell through, sell with'
Qualification
Required
Proven executive presence and engagement
Ability to drive demand and navigate highly complex sales cycles
Experience managing a select portfolio of named, multi-million dollar accounts
Expertise in managing highly complex contract negotiations and renewals
Ability to lead and coordinate a dedicated, cross-functional account team without direct reporting authority
Experience in developing and executing comprehensive, multi-year strategic account plans
Ability to accurately forecast revenue and maintain a robust pipeline of opportunities
Experience in holding strategic discussions and influencing decisions with C-Suite executives
Ability to drive the voice of the customer internally and collaborate with Product Management
Experience leveraging partnerships and managing relationships from a holistic point of view
Benefits
Health, dental and vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)
Company
Okta for Developers
Resources for developers using Okta’s Identity services: Okta's Customer Identity Cloud (aka Auth0 by Okta or CIC) and Workforce Identity Cloud (WIC).
Founded in 2009
1001-5000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase