Director Professional Services EMEA

Okta Global Services is responsible for leading our customers to successfully deploy Okta’s technology.  This begins with planning customer roadmaps during pre-sales, earning confidence, prescribing proven architectures, leveraging best practices from our thousands of past successful customers deployments, configuring our technologies, integrating our products into customer infrastructure using our published Application Programming Interfaces, proposing comprehensive and context-appropriate learning plans, and enabling our customers teams and partners to sustain their deployments. 

Collectively, our global services team delivers over $64M in revenue annually, and supports the generation of our over $500M annual subscription revenue run rate.                                                                                                                                  

The Regional Director, Global Services, EMEA is a key member of the EMEA Customer First leadership team, reporting to the Regional Vice President of Customer First EMEA. The role is also a key member of the Global Professional Services leadership team. This is a strategic role, positioned to be at the forefront of Okta’s regional growth in the years ahead. Above all else, the measure of success for this role is efficient and effective delivery of Professional Services engagements, on time and on budget, resulting in early time to value and customer advocacy. This role has strong commercial elements and is tasked with driving a pipeline of PS engagements to meet booking, subsequent billing targets and margin KPIs. It also requires leadership and strong stakeholder engagement within the wider Partner ecosystem, which is critical to the success of Okta.

You are a world-class leader with proven success growing and scaling a services organization within a software company including recruiting, developing, and leading teams through significant growth and driving operational excellence across a portfolio of services in a mission critical SaaS environment.

DUTIES AND RESPONSIBILITIES:

• Manage a team of 20+ across core PS functions of Commercial, Architecture, Program Management and Implementation teams and be ready to grow and scale this team as appropriate in future
• Work closely with a tight ecosystem of Partners to supplement and support PS engagements where necessary
• Work closely with Partner Success Manager(s) to support Service Delivery Specialised partners
• Set, track and surpass core PS KPIs, such as bookings, billings, utilization, margins across both PS and Education services
• Set, agree and deliver against a strategic direction for the future of EMEA PS function, in conjunction with local and global leadership teams.
• Strong collaboration with the leaders across sales, product, marketing to continue to grow Okta EMEA.
• Partner with sales leaders to develop and close new subscription opportunities and services bookings, to achieve QoQ and YoY growth targets.
• Further develop services add-on opportunities in existing customer accounts by expanding their Okta deployments and usage.
• Recruit, mentor, and grow our services team of enterprise, SaaS, and Identity professionals while fostering a high-performance environment where employees add significant value and develop their careers.
• Build and grow relationships with key customers and be ready to take hands on action, as required
• Communicate forecasts and results with high clarity and precision. Prepare, lead, and present quarterly business reviews (QBRs).
• Review and write (where necessary) statements of work that balance Okta commitments, risk and restrictions with desired customer outcomes.
• Act as a facilitator of customer interactions, driving rich engagement between customers for the mutual benefit of all parties                                                                                            

QUALIFICATIONS:

This role requires demonstrated experience in software consulting, management, and sales, including:

• Demonstrated experience growing and leading an EMEA or Global enterprise software services business.
• Demonstrated success in management and regional leadership roles
• Significant experience leading through growth, with direct organizational accountability for
• Growing teams from 20 to 100+ consultants
• Growing services revenues to $10M+
• Services Sales, winning multiple enterprise services transactions of $500K-1M+
• Demonstrated success managing against a P&L and revenue and margin targets.
• Demonstrated success as an inspiring, sought-after growth leader, with mature organizational skills. Must excel at collaborating cross-regionally and cross-functionally, at all levels of the organization.
• Understanding of the Identity Access Management space, the problems that Okta’s customers are trying to solve, as well as both on premise and cloud-based technologies.

 

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies: