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Salary: USD 200,000 - 275,000 / annual
Okta is seeking a Senior Solutions Engineer for Enterprise Pre-Sales to serve as a trusted technical advisor to large, complex enterprise customers and drive the sales organization forward. You will own the technical sales cycle for identity security solutions, partnering closely with Enterprise Account Executives to uncover business challenges around risk mitigation, cost reduction, and operational efficiency.
Key Responsibilities:
- Master the discovery process by leveraging active listening to uncover customer pain points and understand how Okta's pre-built integrations and scalable architecture solve complex environmental challenges.
- Navigate complex organizations by translating technical concepts into clear business value, collaborating with CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners.
- Differentiate and win by confidently articulating Okta's unique differentiators, highlighting highly available architecture, regulatory compliance, and comprehensive platform coverage.
- Pioneer AI visibility and control by guiding enterprise customers on discovering unmanaged AI agents, evaluating risk, and establishing centralized control for human and non-human identities.
- Drive value-based outcomes by leading technical evaluation phases of complex B2B SaaS sales cycles, overcoming objections, and tying Okta's capabilities to customer business drivers.
- Build strong consultative relationships as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture.
Requirements:
- 8+ years of Pre-Sales experience in customer-facing roles (Sales Engineer, Solutions Consultant, Pre-Sales Engineer) with proven track record of quota attainment and securing technical wins with large, complex enterprise accounts.
- Top-tier executive communication, presentation, and storytelling abilities with experience running value-based sales motions, reading rooms, building rapport, and influencing decision-makers.
- Strong technical foundation with demonstrated ability to learn new enterprise technologies and architectures rapidly.
- Broad understanding of the complete Identity Security landscape, including Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture.
Bonus Skills (Highly Desired):
- Direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows.
- Experience with or strong understanding of artificial intelligence tools, AI agents, LLM integrations, and emerging security implications of non-human identity in the enterprise.
