Location: Sydney, Melbourne, Brisbane
Okta is an enterprise-grade identity management service, built from the ground up in the cloud and delivered with an unwavering focus on customer success. With Okta, IT can manage access across any application, person or device. Whether the people are employees, partners or customers or the applications are in the cloud, on-premises or on a mobile device, and Okta helps IT become more secure, make people more productive, and maintain compliance.
The Engagement Manager is a Services Sales role responsible for scoping and selling Okta Professional Services (PS), and Professional Services business development. We are looking for a mid-level services salesperson who can perform technical scoping of engagements and excels in positioning the value of Okta PS assisting in customer’s meeting their business needs with C-level personnel and negotiating SOW terms and fees. You are accountable for meeting Professional Services booking quota and is an active participant during delivery.
You will partner with the license sales team and lead with scoping, selling, and positioning of Okta Services to delight our customers by accelerating their time to value. You will be responsible for a smooth transition to the Delivery team and collaborate with the Customer First Ecosystem to ensure deployment meets the outcome the customer expects from what was sold.
We want someone who displays certainty in driving requirements, estimating, scoping, and selling proposals. You can identify critical issues with ease while pushing creative thinking beyond the boundaries of existing industry practices and customer mindsets. You exhibit confidence and a deep understanding of emerging industry practices when solving business problems.
This role will report to the Senior Director of Professional Services and work with and learn from our senior engagement manager.
Responsibilities of the role:
Articulate and sell the value of Okta Services within prospective and existing accounts enterprise customers as well as communicate our customer win stories to aid in the sales story
Work in conjunction with Sales Representatives, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive Okta proposal
Own Services and Training bookings quota in assigned territory
Translate high-level product proposals into an implementable technical solution
Execute Professional Services technical scoping activity with prospective customers and produce a proposal, level of effort, Statement of Work, and resource plans
Plan and lead the scoping of our varying complexity solutions with our smaller engagements
Plan and lead Training positioning and discovery with prospective customers, make training recommendations and ensure appropriate training is included in proposals and quotes.
Work harmoniously with Okta channel partners on joint proposals and scoping to ensure customer success
Being recognized by a customer as a trusted advisor in product deployment and process decisions.
Perform in a billable capacity as an active project participant during implementation to continue customer sponsor and executive relationship, and assist with critical issues and expectation coordination.
Participate in virtual teams to support buildout Okta Services methodologies, processes, offerings/services, and collateral
Continually seeks opportunities to increase customer satisfaction and deepen client relationships
Skills required for this role:
2+ years of experience of selling Professional Services or Technology Solutions.
2+ years meeting and exceeded services bookings targets in a services organization.
Effectively communicate technical information to non-technical audiences.
Demonstrated ability to build and maintain positive relationships with key partners throughout a delivery process.
Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
Experience with SOW/Proposal processes by scoping, producing, and delivering to the customer SOW’s that meet customers documented requirements or the eagerness to learn
General knowledge of cloud architecture as well as on-premise IT landscape
Some knowledge and experience in Identity and Access Management (IAM) and Security space preferred
Some knowledge in protocols to support identity federation and robust access control models (e.g., SAML 2.0, XACML, WS-Federation, WS-Trust, OAuth, OpenID, Active Directory, LDAP)
Ability to learn Okta solutions at a technical consultant level