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Okta is seeking a Director of Deal Strategy to lead the Asia-Pacific and Japan (APJ) region's go-to-market strategy and deal execution. This is a strategic leadership role focused on scaling Okta's business to $4B+ in revenue by driving innovative deal structures, optimizing commercial terms, and enabling the sales organization to win complex enterprise deals.
You will partner closely with APJ GTM leadership to set strategy and direction, working across sales, marketing, legal, and finance teams. Key responsibilities include developing and implementing deal management strategies that improve deal quality and velocity; crafting deal proposals and evaluating new buying programs and monetization models; providing deal structuring guidance and optimization recommendations to GTM leaders and the executive team; governing commercial terms and non-standard approvals; defining and tracking KPIs to measure deal strategy impact; supporting customer-facing negotiations; creating deal enablement and training content for the sales team; and providing targeted in-deal support for strategic opportunities.
You will manage a team with the opportunity to expand it over time to drive scale in deal coverage and business impact. This role requires strong cross-functional collaboration, the ability to navigate ambiguity, creative problem-solving, and execution excellence within a quarterly business cadence. You will work with business planning teams including pricing & packaging, business value, competitive intelligence, and IT to support rollout of new offers and programs to market.
The role operates on a hybrid model with 2 days in-office/on-site and 3 days remote from the Singapore hub.
REQUIREMENTS:
- Bachelor's degree in Computer Science, Engineering, Finance, Marketing, Business, or equivalent; MBA preferred
- Minimum 2 years (preferably 4) of experience in a deal strategy leadership role, or equivalent combination of deal experience plus strategy consulting, strategic finance, or corporate strategy (ideally at a SaaS or enterprise software company)
- 2 years of direct people management/team management experience
- Ability to quickly grasp new product and business model concepts and apply critical, structured thinking
- Action-oriented problem solver who delivers results in short timeframes
- Demonstrated leadership experience driving complex, cross-functional execution
- Exceptional communication and collaboration skills across all organizational levels
