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Okta // identity access management for apps & devices
Engineering, Full Time    Atlanta, GA    Posted: Wednesday, January 15, 2020
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Position Description:

The Partner Sales Engineer is a senior technical lead that supports the national growth & scale of Oktas strategic partners that recommend, deploy & manage Okta as a Service. This role is responsible for managing all technical partner activities across specific Oktas partners & will work closely with the Okta Channel Managers to develop a comprehensive technical business plan for the partnerships, including identifying, incubating, & bringing to market service/solution offerings based on Okta. This individual is responsible for enabling partners on Okta & supporting the growth of certified resources worldwide. Content creation & pushing information to the partners in the field for mass consumption is a key priority. The right candidate will be an Identity & Access Management expert with a consultative approach, comfortable & competent to present & work with senior executives in the areas of strategic planning, solution development, technical business enablement & process management, all while growing revenue for Okta & Services.

Job Duties & Responsibilities:

  • Drive incremental revenue through increased Okta revenue through strategic partners
  • Build & manage the technical relationships with the partners
  • Assist partners with prospects & customers interested in adopting the Okta service
  • Promote selling of Okta based on value propositions, competitive differentiators, & advantages
  • Provide oversight, guidance, & assistance during the partners sales process to ensure mutual success
  • Lead technical discussions with partners on the value Okta can provide to their clients
  • Develop & execute enablement plans with joint executive support & budgets
  • Plan & participate in quarterly business reviews with Okta & partners executive sponsors
  • Support the development of Center of Excellence plans
  • Gather, track, & translate partner feedback & help steer the Okta product roadmap
  • Develop domain expertise & thought leadership regarding the partnerss current areas of focus as well as in new areas for expansion
  • Define & deliver formal & informal technical training sessions for partner resources
  • Establish & maintain technical expertise on current & developing Okta products & technology
  • Execute business initiatives to produce incremental revenue streams
  • Help develop partner collateral material in cooperation with sales & marketing
  • Maintain field level relationships with partners to assure effective positioning of Okta solutions
  • Create technical content to show partners how to implement specific use cases or bestpractices for new technologies
  • Prepare partner demos & proof of concepts to demonstrate various use cases for OktasPlatform
  • Distill & communicate customer needs & product feedback to Product Management, Engineering, Marketing & Sales

Key Performance Metrics:

  • Direct & influenced worldwide revenue growth
  • Partner developed & driven GTM Solution Offering they drive into the market / their customer base
  • Partner enablement & resource certification growth

Minimum REQUIRED Knowledge, Skills, & Abilities:

  • 10+ years of technical sales, preferably with broad experience & responsibility
  • Strong Okta product, IAM technologies (SAML, OAuth, OpenID Connect, SCIM)
  • Comprehensive IAM / IDaaS competitive landscape knowledge
  • Experience building & managing solutions & enablement programs, including all program lifecycle aspects: business case creation & approval, high-level architecture definition, resource plans, education/communication plans, etc.
  • Stong presentation & communication skills at both an executive & technical level
  • Strong knowledge of partner & channel business models
  • Candidate must be a self-starter & possess the ability to deliver on commitments & deliverables in a timely manner & work independently
  • Program management experience desired
  • A passion to serve partners, which has played out in some partner-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
  • Experience with at least one standard network security protocol (eg. OAuth, OAuth2, SAML, LDAP)
  • Proven hands-on experience in one or more of the following areas:web (Javascript, HTML, frontend frameworks) development, mobile (iOS,Android) development, backend (Java, C#, Node.js, Python, PHP, Ruby)development, IP-based real-time communications
  • An understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF)
  • A world class communicator
  • Confident dispensing knowledge to a highly skilled & experienced audience
  • Typically 50% travel
  • Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred

Okta is an Equal Opportunity Employer


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