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Okta is seeking a Public Sector Account Executive to drive territory growth in the UK public sector market. You will be responsible for selling Okta's Workforce Identity Cloud offering to government organizations, focusing on helping C-suite and senior decision makers strengthen security and improve productivity.
Key Responsibilities:
- Establish and execute a long-term territory strategy for net new logo generation and account growth across assigned UK public sector accounts
- Build comprehensive account plans detailing customer strategy, financials, pain points, workforce security objectives, and key stakeholders
- Consistently deliver revenue targets to support year-over-year territory growth
- Proactively generate top-of-funnel pipeline through calls, outreach, events, networking, and creative prospecting activities
- Identify, develop, and execute account strategies to generate pipeline and drive repeatable, predictable bookings
- Scope, negotiate, and close agreements to meet and exceed revenue quota targets
- Identify and execute upsell and cross-sell opportunities within existing customer accounts
- Adopt a value-based sales approach, bringing compelling points of view to each customer engagement
- Leverage Okta's Business Value team to demonstrate ROI and communicate the long-term impact of solutions
- Develop trusted, long-term advisory partnerships with executives, using Okta technology to support their strategic goals
- Work holistically with GSIs, channel partners, and alliances to identify and open new opportunities
- Build effective working partnerships across the Okta ecosystem (SDRs, BDRs, partners, pre-sales, solutions architects, legal, deal desk)
- Follow MEDDPICC sales methodology to navigate complex sales cycles and overcome obstacles
- Create mutual action plans with customers to establish shared accountability
- Travel as necessary to build and cultivate customer and prospect relationships
Requirements:
- 4+ years of success growing revenue for sophisticated, complex enterprise SaaS products, ideally within or aligned to UK public sector
- Experience selling Workforce Security, Identity Management, or enterprise IT solutions
- Ability to evangelize, educate, and create demand with C-level decision makers
- Ability to navigate complex sales cycles with multiple stakeholders from customer base and internal ecosystem
- Proven success selling into C-suite and building partnerships with multiple stakeholders
- Significant experience selling in partnership with GSIs and wider partner ecosystem
- Excellent communication and presentation skills with audiences at all levels and technical aptitudes
- Confident, self-driven approach with humility to work effectively in teams
- Expertise using a sales framework such as MEDDICC, Challenger, or Sandler (Okta uses MEDDPICC)
