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Okta is seeking a Senior Solutions Engineer to serve as a trusted technical advisor to enterprise customers and a critical driver of the sales organization. This pre-sales role focuses on owning the technical sales cycle for large, complex enterprise deals in the identity security space.
You will partner closely with Account Executives to uncover business challenges around risk mitigation, cost reduction, and operational efficiency. Your primary responsibility is translating Okta's technical capabilities into compelling business value, proving how the platform's independent, neutral, and end-to-end identity infrastructure can transform customer architectures.
Key responsibilities include mastering the discovery process by leveraging active listening to uncover customer pain points and the 'why' behind initiatives. You'll navigate complex organizations, translating technical concepts into clear business value while collaborating with CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners. You'll confidently articulate Okta's unique differentiators—highly available architecture, robust regulatory compliance, and comprehensive platform coverage—to shape technical buyer decision criteria.
A significant focus is positioning Okta at the forefront of the AI era, guiding enterprise customers on discovering unmanaged AI agents, evaluating risk, and establishing centralized control planes for human and non-human identities. You'll lead technical evaluation phases of complex B2B SaaS sales cycles, proactively overcoming objections and driving deals to closure by tying capabilities back to core business drivers of breach protection and operational resilience.
Required qualifications include 8+ years of proven pre-sales experience (Sales Engineer, Solutions Consultant, Pre-Sales Engineer) with a strong track record of quota attainment and securing technical wins with large, complex enterprise accounts. You need top-tier executive communication, presentation, and storytelling abilities, with experience running value-based sales motions. A strong technical foundation coupled with the ability to learn new enterprise technologies rapidly is essential. Broad understanding of the complete Identity Security landscape is required—including Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols (SAML, OIDC, SSF), and Zero Trust Architecture.
Bonus skills include direct hands-on experience positioning and selling Identity Governance and Administration (IGA) and Privileged Access Management (PAM) solutions, plus AI security expertise.
