Account Executive Large Enterprise - DACH

• Go to market as an expert on both our Workforce and Customer identity cloud offerings.
• Establish a vision and plan for the accounts assigned in your territory by using a tiering approach.
• Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders.
• Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
• Equally utilise Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities.
• Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta.
• Adopt a strong value based sales approach; always looking to bring a compelling point of view to our customers.
• Develop trusted and long term advisory partnership with executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals.
• Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing.
• Build mutual action plans in partnership with your customers to create shared accountability.
• Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta.
• Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions.

• Expert level experience selling Software as a Service (SaaS) cloud technology into Enterprise organisations, with over 4000 employees.
• Experience self sourcing your opportunities through a range of methods with a drive to win and grow new logos.
• Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typical deal sizes you may have sold range from $100,000 - $1,000,000 + ARR
• Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc.
• German and English language skills.

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