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Okta is seeking an experienced Enterprise Regional Sales Manager to drive growth across strategic and enterprise accounts in Indonesia. You will own a portfolio of Indonesia's largest organizations, focusing on winning net-new enterprise customers and expanding relationships within the existing customer base.
In this role, you'll develop and execute a territory strategy that drives revenue growth, strengthens Okta's market presence, and builds long-term customer partnerships. You'll work closely with C-suite executives, technology leaders, and key stakeholders to position Okta as a strategic partner in their cybersecurity, digital transformation, and AI initiatives.
Key Responsibilities:
- Own and grow the Indonesia enterprise territory through strategic account planning and consistent pipeline generation
- Drive net-new business by identifying, prospecting, and winning new enterprise customers
- Expand existing customer relationships through cross-selling, upselling, and platform adoption opportunities
- Build executive relationships with C-suite, CIOs, CISOs, and senior decision-makers
- Lead complex enterprise sales cycles involving multi-stakeholder buying processes
- Execute strategic account plans identifying customer priorities, key stakeholders, and competitive positioning
- Leverage the partner ecosystem including GSIs, regional partners, resellers, and technology alliances
- Orchestrate cross-functional teams across Solution Engineering, Customer Success, Renewals, Services, Partners, and Business Development
- Deliver consistent sales performance with healthy pipeline management and accurate forecasting
- Establish market leadership as a trusted advisor in identity, cybersecurity, and cloud transformation
- Travel as needed to engage customers, partners, and stakeholders across Indonesia
Okta's identity platform secures billions of workforce logins annually and is increasingly critical as AI adoption accelerates. Organizations must now secure employees, customers, and non-human identities including service accounts, automation tools, and AI agents.
Requirements:
- 10+ years of enterprise technology sales experience with consistent record of exceeding targets in complex sales environments
- Proven success selling enterprise SaaS, cybersecurity, identity, or cloud solutions to large enterprise and strategic accounts
- Strong knowledge of the Indonesian enterprise market, including local business dynamics, customer buying processes, and partner ecosystems
- Demonstrated success in both net-new logo acquisition and existing account expansion with strong hunting and strategic account management capabilities
- Experience managing complex, high-value enterprise sales cycles involving senior executives and multiple stakeholders
- Strong executive presence and ability to influence C-suite decision-makers, particularly CIOs, CISOs, and technology leaders
- Proven ability to develop territory strategies, generate pipeline, and deliver predictable revenue growth
- Experience collaborating with GSIs, channel partners, and technology alliances
- Strong commercial acumen, negotiation skills, and consultative, customer-focused sales approach
- Familiarity with sales methodologies such as MEDDPICC and Command of the Message (preferred)
- Entrepreneurial, curious, and adaptable mindset with passion for cybersecurity and innovation
- Excellent communication and presentation skills in Bahasa Indonesia and English
- Bachelor's degree or equivalent relevant professional experience
