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Salary: USD 224,000 - 308,000 / annual
Okta is seeking a Senior Solutions Engineer to serve as a trusted technical advisor to large, complex enterprise customers in the identity security space. This is a pre-sales role focused on the strategic accounts segment in Minnesota.
In this position, you will own the technical sales cycle for enterprise deals, partnering closely with Account Executives to uncover customer business challenges around risk mitigation, cost reduction, and operational efficiency. Your primary responsibility is translating Okta's technical capabilities into compelling business value propositions.
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
- Navigating complex organizational structures by translating technical concepts into clear business value and presenting to key stakeholders including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners
- Differentiating Okta by confidently articulating unique and comparative advantages, highlighting highly available architecture, regulatory compliance, and comprehensive platform coverage
- Positioning Okta at the forefront of the AI era by guiding customers on discovering unmanaged AI agents, evaluating risk, and establishing centralized control planes for human and non-human identities
- Driving value-based outcomes by leading technical evaluation phases and proactively overcoming objections to drive deals to closure
- Building strong consultative relationships with strategic customers, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture
Requirements:
- 8+ years of recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer)
- Strong track record of quota attainment and securing technical wins with large, complex strategic accounts
- Top-tier executive communication, presentation, and storytelling abilities
- Experience running value-based sales motions with ability to read rooms, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk
- 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
- Recognition that identity extends beyond SSO and MFA
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 to large enterprises
- Experience with or strong understanding of artificial intelligence tools, AI agents, LLM integrations, and emerging security implications of non-human identity within the enterprise
