Services Account Executive

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

The Okta Professional Services Team:

We are a team of Identity and Access Management experts. We help businesses and organisations maximise their Okta’s IAM platform investment, providing rapid time-to-value in adoption and usage, promoting scalability and agility. The Okta Professional Services team in Japan is part of the wider APJ (Asia-Pacific and Japan) PS team. Based in Japan, you will work alongside our other Japan team members, servicing our partners and customers in Japan. 

The Services Account Executive Position:

Reporting to the APJ PS Sales Director, the Services Account Executive is a Services Sales role responsible for Professional Services business development and selling Okta Professional Services. We are looking for an entry-level services sales person who is keen to learn and will excel at positioning the value of Okta Professional Services to join our Japan Professional Services team. 

The Services AE is accountable for meeting the Professional Services booking quota and is a governing partner during delivery. They will operate alongside our regional partners and the wider Japan sales team to provide mutually beneficial outcomes to Okta’s Customers.

You will partner with the license sales team and lead the scoping, selling, and positioning of Okta Professional Services to delight our customers by accelerating their time to value. As a governing partner during delivery, you are responsible for a smooth transition to the Delivery team and collaborate with the Customer Success ecosystem to ensure deployment meets what was sold. 

Job Duties and Responsibilities:

• Articulate and sell the value of Okta Services within prospective and existing accounts
• Work in conjunction with Sales Representatives, Sales Engineers, and Architects to define and integrate the services solution into the comprehensive Okta proposal
• Own services pursuits (bookings quota) and revenue performance in your assigned territory
• Plan and lead Professional Services scoping activity with prospective customers and produce proposals, level of effort, Statement of Work, and resource plans
• Position training and lead discovery with prospective customers to ensure appropriate training recommendations are included in proposals and quotes.
• Work harmoniously with Okta channel partners on joint proposals and scoping to ensure customer success
• Being recognized by customers as a trusted advisor in product deployment and process decisions.
• Participate in virtual teams to assist in the buildout of Okta Services methodologies, processes, offerings/services, and collateral

What you’ll be doing

• Prospecting for new business opportunities via inbound and outbound initiatives.
• Aligning with the wider sales team and the partner ecosystem on opportunities where Professional Services are required.
• Qualifying, nurturing and developing Professional Services opportunities and forecasting weekly.
• Scoping, estimating and developing proposals (leveraging in-house tools and technical champions for assistance) and presenting these to Partners and Customers.
• Utilizing active listening skills to uncover customer needs and business outcomes.
• Consistently achieving quota.
• Collaborating with other members of the sales and presales organization to drive deals forward.
• Using and maintaining our SaaS toolkit (SDFC) to keep data accurate.

What you’ll bring to the role

• 5+ years total experience including 2-3+ years of previous corporate/business experience in a technology sales-focused role. (inside sales, IAM consulting etc. desirable).
• Excellent written/verbal communication skills in Japanese and English (note: English is needed for internal communications with other team members, you will only be required to converse with Japan-based Customers in Japanese).
• Track record of having met and exceeded bookings targets.
• Strong presentation skills: Showing the value, capabilities, and differentiators of service solutions using methodologies and service offerings.
• Basic understanding of technology solution packages and/or Statement of Work for Professional Services offerings.
• Can articulate relevant customer success stories and metrics that demonstrate value to the customer.
• Some experience or knowledge of technologies and protocols to support identity federation and robust access control models (e.g., SAML 2.0, XACML, WS-Federation, WS-Trust, OAuth, OpenID)
• Some knowledge of enterprise web technologies, security and state-of-the-art infrastructures
• General knowledge of cloud architecture as well as on-premise IT landscape
• Some knowledge and experience in Identity and Access Management (IAM) and Security space preferred
• SaaS experience preferred
• Highly motivated, driven and self-starting individual
• Ability to work in a fast-paced, team environment
• Ability to understand customer needs and meet that needs with a successful product sale
• Excellent time management/organizational skills
• Bachelor's degree from an accredited university

Communication

• Drives customer interactions and provides mentorship and structure to SOW proposal development and PS sales cycles
• Communicates with internal and external customers and management
• Effectively communicate technical information to non-technical audiences
• Delivers informative, well-organized presentations
• Understands how to communicate difficult/sensitive information thoughtfully

Team and Customer Interaction

• Facilitate and lead effective team interaction
• Communicate effectively with customers to identify needs and evaluate alternative business and technical solutions with customers
• Continually seeks opportunities to increase customer satisfaction and deepen client relationships
• Manages client expectations effectively

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