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Okta
identity access management for apps & devices
 
Sales, Full Time    London,UK    Posted: Thursday, April 25, 2019
 
   
 
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JOB DETAILS
 

This role is tosupport the Regional ICP (Indirect Channel Partner)Sales Manager through sales qualification & the support of ICP regional channel partners from enablement through to deal closure. The ICPSales SupportRole is hybrid in nature being both a Channel Champion & pursuing a 2 tier channel strategy where possible, plus being a direct customer advocate & sales pipeline owner; the ICP Manager owns the quota number for the region & is responsible for building the scalable environment to deliver that number & then continue to grow it in subsequent fiscal periods.

Focused on Spain & Italy, the ICP Sales Support role will assist in onboarding recently recruited Distribution Partners, providing pricing & product support to Distribution & new Channel Partners & being the central point of contact for all channel related requirements.

Sales Development

  • Efficiently respond & qualify inbound marketing leads which fall into the ICP Region
  • Individually (or through mentoring of nominated partners) conduct the first call of high level conversations with Executives in prospect accounts
  • Evangelize Okta & the On-Demand mode
  • Generate new business opportunities through partners to fuel the sales pipeline
  • Support EMEA SDR team in defining outbound projects specific to the region

Indirect Channel Partner Sales Support

  • Assist in Partner Enablement (owning a number of defined partner relationships)
  • Support partner registration & enrolment in Partner Portal plus monitor usage & certifications
  • Monitor Free Trial & Developer Leads ensuring Free Trial expiry dates are recorded & prospects contacted regularly to monitor project progress, plus discussing project needs with Developer Accounts.
  • Quote, negotiate, & assist the channel partners in closing transactions within a set country/ geography & value (typically <$15k ARR)
  • Monitor & track pipeline build through regular SalesForce opportunity inspection & reviews with partners.
  • Ensure salesforce is clean for the ICP Region (value, partner & close dates are maintained correctly)
  • Convert quotes to Reseller Order Forms, manage Docusign & order submission process
  • Manage internal requests coordinating reference calls, speaking engagements, helping to enroll customers for events such as Oktane & Forums, etc.
  • Help manage any customer care & escalations that are not premier plus
  • Act as team coordinator & be the primary point to access the team (ie for & between ICP Manager, Sales Engineering & supporting players).

Required Skills

  • Demonstrated success in a Sales Development Representative role.
  • Supporting the Partner eco system within the defined geography of the ICP region
  • Able to work remotely from ICP Manager, a real self-starter who can work autonomously.
  • Confident demeanour & able to interact at C suite of both partners & potential customers.
  • Passion for technology & how it can help organisations compete & thrive in the Digital Aga
  • Demonstrated sales experience working for a saas company would be an advantage
  • Understanding of & experience with Identity & Access Management, Single Sign-on & API-based solutions
  • Disciplined in maintaining the CRM system in accordance with Oktas processes
  • Strong verbal & written communications skills
  • BS/BA degree preferred or equivalent
  • Ability to travel 10-15% of the time
  • Fluent in Italian & /or Spanish

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