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Okta is seeking a Senior Solutions Engineer for its Enterprise Pre-Sales team in San Francisco. This is a customer-facing technical sales role focused on large, complex enterprise accounts. You will serve as the trusted technical advisor and critical driver of the sales organization, partnering closely with Enterprise Account Executives to uncover and solve top-of-mind business challenges around risk mitigation, cost reduction, and operational efficiency.
Key responsibilities include mastering the discovery process by leveraging active listening to uncover customer pain points and understanding how Okta's pre-built integrations and scalable architecture solve complex environmental challenges. You will navigate complex, matrixed organizations by translating highly technical concepts into clear business value, regularly collaborating with and presenting to CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners.
You will differentiate Okta's unique value proposition by confidently articulating comparative differentiators around highly available architecture, robust regulatory compliance, and comprehensive platform coverage. A key focus area is positioning Okta at the forefront of the AI era—guiding enterprise customers on discovering unmanaged AI agents, evaluating their risk, and establishing centralized control for all human and non-human identities.
You will drive value-based outcomes by leading technical evaluation phases of complex B2B SaaS sales cycles, proactively overcoming objections, and driving enterprise deals to technical closure by continuously tying Okta's capabilities back to customer business drivers of breach protection and operational resilience. Building strong, consultative relationships with strategic customers is essential, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture.
Required qualifications include recent, proven experience in a customer-facing Pre-Sales role (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 must demonstrate 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 and architectures rapidly is essential. Broad understanding of the complete Identity Security landscape is required—recognizing that identity extends beyond SSO and MFA to include Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture.
Bonus skills include direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows to large enterprises.
