Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Okta’s Deal Strategy Team is responsible for driving complex and non-standard commercial contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. The team sits within the GTM Strategy & Operations organisation, which supports strategic initiatives across Okta. As a member of this team, you will have the opportunity to learn about and contribute to Okta's business from many angles, from our go-to-market strategy and launch of new products to the standardisation of policies and systems to scale operations. As a Deal Strategy Manager, you will be well-positioned as the “pulse” on the business and a strategic adviser to the Sales organisation. You will play a central role in the structuring deals, driving decisions and approvals, and executing contracts with a focus on managing escalations, minimising cycles, and optimising annual recurring revenue.

This role is best suited for an experienced Deal Desk, Sales Operations or Finance professional who is knowledgeable about SaaS subscription models and is interested in deeply understanding business problems and collaborating with others to make doing business with and within Okta as seamless as possible.

As an Okta Deal Strategy Manager - EMEA you will:

Align with and inform corporate-level deal policies and processes
Understand EMEA’s regional needs, relaying such needs to HQ, and proposing potential solutions
Collaborate with the EMEA Sales leadership and Account Executives early on in the sales cycle to develop pricing strategies, deal models, and contract terms sheets as part of the proposal building process
Advise and support Account Executives in complex quote creation processes via Salesforce CPQ, being an on-the-ground CPQ expert as needed
Own and manage commercial contract negotiations in partnership with Sales and Legal, communicating directly with customers as needed to position Okta’s terms and conditions
Maintain a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and resolution on customer concerns or key business issues that arise during negotiation
Partner with Accounting and Finance to review and address revenue recognition and margin concerns for non-standard deal structures
Advise Account Executives on contract objection-handling techniques, alternative contract options, and value propositions to help close deals
Build reports and dashboards as needed to give HQ and regional leadership visibility into EMEA deal performance and trends, while ensuring global reporting and analytics integrity; sharing deal intelligence to enable effective deal-level decision making
Partner with the Sales Enablement team to create training content for EMEA to ensure the field is informed on new products, best practices, quarterly updates on policy, and engagement models, etc.
Develop tools that help the Sales team effectively price, structure, and quote deals while managing to certain business metrics and requirements
Take the lead and initiative to drive operational procedures and processes in EMEA while maintaining global integrity and consistency to support Okta’s field team at scale

General responsibilities:

Act as a Sales-facing subject matter expert on deal structuring, processes, and policies
Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce
Partner with regional leadership to prioritise and organise projects and deals for month, quarter, and year-end
Communicate effectively with various audiences ranging from Customers to Account Executives to C-level leadership
Manage ad hoc operations and systems focused projects
Proactively share regional data, patterns, or learnings with internal team and leadership

You could be a great fit for this role if you have:

Bachelor’s degree in Finance or Business preferred
Direct experience in structuring deals for Fortune 500 and Global 2000 companies
Experience working cross-functionally with Sales, Finance, Legal in executing contracts
Accustomed to working with an international team with HQ based in US
Operations-driven; able to wear many hats by driving deals and recommending system improvements
Strong working knowledge of SaaS subscription models, pricing, and revenue recognition
Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, vlookups, ability to create ad-hoc models and analysis, etc.)
Data-driven and numerically strong; strong research, analytical, and problem-solving abilities; able to get creative and figure things out
Experience in Salesforce and quoting applications is required; additional sales productivity tools preferred
Strong experience with Salesforce.com, CPQ and other sales related systems including data enrichment tools
Possess a “do whatever it takes” attitude to affect change within the organization; eager to share new ideas, building new things, and challenging the status quo
Able to balance being detail-oriented with seeing the big picture
Able to work extended schedules during the month and quarter end cycles
Highly responsive, thrive in a fast-pace environment

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Below is the annual salary range for candidates located in Ireland. Your actual salary will depend on factors such as your skills, qualifications, and experience. In addition, Okta offers equity (where applicable), bonus, and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies. To learn more about our Total Rewards program, please visit: https://rewards.okta.com/irl.

The annual base salary range for this position for candidates located in Ireland is between:

€98.000—€108.000 EUR

The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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Deal Strategy Manager - EMEA

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