Senior Manager, Solution Engineering(Presales)

About Okta

Okta is the World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our solutions help companies manage and secure identities for their employees, customers, and partners. As we enter a phase of massive growth in the APJ region, we are looking for leaders who are "hands-on" and ready to lead from the front.

The Role: 

We’re looking for someone who can confidently help lead the organization through a period of massive growth. Like all management positions at Okta, the Senior Manager, Solution Engineering is expected to be hands- on and leading from the front.

The Senior Manager, Solution Engineering works with the India Sales Leadership and will lead our team of Solution Engineers who are the go-to technical specialists assisting the India sales team in generating growth across India and also a team of Global Innovation Centre (GIC) Solution Engineers.

Your responsibility is to oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational goals and deploying a localised strategy for our Global Innovation Centre to provide scaled support services to our APJ wide Presales Team.

You will also play a key role in driving scale and capacity related initiatives within our Go To Market team.

 As the Senior Manager, Solution Engineering you will interact at the senior level with customers and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions.

Your Impact

• Provides account support through Presales assignments, load balancing, continuity, planning strategies with Sales Management, Sales Reps, Presales, and customer meetings.
• Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company, products, and solutions.
• Build, execute and evolve strategies to leverage Demo Engineering, Global Innovation Centres and our India Partner Ecosystem.
• Recruit and hire new SEs and GIC SEs
• Assist with defining periodic Presales training curriculum.
• Foster channel partner relationships with their technical teams.
• Represent the company frequently in various technical PR activities and be a technical face of Okta for India
• Develop, mentor, lead and support reporting presales teams with technical and organizational leadership.
• Lead development, continuous improvement, and maintenance of our tools, process and technical environments.
• Drive weekly team meetings. Coach direct reports regarding scoping and strategies to drive the sales process.
• Responsible for budgeting and scheduling to ensure Presales teams meet customer needs in a cost-effective and efficient manner.
• Manages the acquisition of supplemental resources including evaluation equipment and engagement of executives, technology specialists and product managers.
• Collaborate with a variety of internal functional areas to ensure solutions are implemented and exceed customer expectations.
• Plans executive briefings and supports events as needed.
• Be a key contributor for product development or enhancements to new and existing products to product management function.
• Continually look for ways to improve business processes and efficiencies in the field

Qualifications:

• BS or BA degree required.
• 7+ years experience supporting technical sales of enterprise IT solutions to corporate accounts or equivalent industry experience.
• Must be willing and able to act independently, including working at home and alone on client sites.
• Must be a self-starter, with both the ability to work independently or in a team.
• A strong technical background in Information Technology Security is desirable.
• A passion to serve the customer, which has played out in some customer-facing role like consulting or support, ideally sales engineering.
• An ability to quickly communicate complex ideas around a technical topic, ideally on the fly at a whiteboard.
• Understands SaaS business models and preferably has working 
• Knowledge around the Okta platform and competitor product offerings would be an advantage.
• You are an elite communicator
• Typically 20-30% travel, with peaks of 40%.

Technical Skills/Requirements:

The following skills will further contribute to your credibility and success with your team, our customers, our product teams and your peers:

Primary Responsibilities:

Organization

• Define and collaborate around the GTM technical strategy to support the company objectives with marketing, sales and presales.
• Recruit strong talent from the pipeline you have built internally in the business and externally from a diverse range of companies and industries. 
• Define headcount plan to support the broader Greater India strategy in collaboration with Presales and GTM
• Ramp and co-own the onboarding and development plan of your team and provide feedback to global around best practices. 
• Retain top talent by building a culture of psychological safety, transparency, authenticity, inclusion and innovation
• Build strong cross functional relationships across Sales, Marketing, Customer First, Presales, Product and Engineering to ensure the voice of India and the needs of our region are understood and met. 
• Drive initiatives that help support pipe generation, pipe acceleration and deal closure
• Present externally at events and represent Okta with our point of view of Identity as a strategic asset.

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