Area Sales Director, Strategic Sales

Strategic Account Team 

We have a team of  highly experienced sellers who are targeting Okta’s largest customers.  This segment represents one of the biggest opportunities for growth for Okta.  The Area Sales Director, Strategic Sales is responsible for the development and business results of a team of quota-carrying Strategic Account Executives in their region. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets. The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture. We’re looking for a strong leader to take it to the next level. 

The Area Sales Director Opportunity

What You’ll Be Doing:

• Report directly to the Area VP of the region being an active part of the Leadership team; inputting to the strategy and growth of the region. 
• Own the strategy and business plan for the Strategic segment to show how you will executive against revenue and headcount goals. 
• Provide leadership and coaching to a team of highly experienced Account Executives; creating a shared vision and strong team culture. 
• Drive for big wins over $1m + whilst also being mindful of land and expand opportunities as we grow out this segment. 
• Ensure the team is utilizing all resources internally as well as their own skills to drive pipeline and hunt in their new logo accounts. 
• Adopt a collaborative approach with the x-functional teams ensuring the team has the support needed from Alliances, Sales Development, Pre-Sales, Customer First, Legal, Business Value, Marketing and more.
• Collaborate with our Alliances and GSI teams to solidify and grow our relationships with key partners.
• Act as an Executive Sponsor on critical deal opportunities. 
• Support the AE's with using MEDDPICC to navigate complexity; spot gaps and maximize opportunities. 
• Lead by example by running forecasting accuracy and ensuring deal accountability.
• Provide ongoing performance reviews supporting the AE's with career development. 
• Live by a data driven approach; using data to monitor and track team performance. 

What you’ll bring to the role:

• Proven experience in a large account / strategic segment with Account Executives selling into the largest accounts 
• Experience managing a growth focused team with demonstrated success bringing on new logos
• Ability to coach on the execution of multi-million dollar deals in large organizations, selling to the C and E suites
• Able to successfully build and cultivate partner business plans and relationships to ensure strategic alignment and growth for all
• Deep knowledge of and ability to coach others on the use of MEDDPICC or similar sales framework 
• The ability to build a culture of trust and collaboration with a strong coaching mindset
• Proven experience leading sales teams through significant transformation and growth 
• Exceptional leadership skills with a strong ability to develop sales talent  

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