Senior Solutions Engineer, Okta (Mid Atlantic)
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 organisations to safely embrace this new era. Senior Solutions Engineer (Enterprise Pre-Sales) As a Senior Solutions Engineer, you will be the trusted technical advisor to Okta's largest, most complex enterprise customers and a critical driver of the sales organisation. About the Role You will partner closely with Enterprise Account Executives to uncover top-of-mind business challenges,specifically around mitigating risk, reducing costs, and driving operational efficiency. You will prove how Okta's independent, neutral, and end-to-end identity platform can transform their architecture and secure the 'Tech Win' on large-scale deals. Responsibilities Master the Discovery Process: Leverage exceptional active listening to dig deep into customer pain points. Uncover the 'why' behind the initiative, focusing on how Okta's vast pre-built integrations and scalable architecture can solve their most complex, diverse environmental challenges. Navigate Complex Organisations: Translate highly technical concepts into clear, compelling business value. Regularly collaborate with and present to key stakeholders across matrixed enterprises, including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners. Differentiate and Win: Confidently articulate Okta's unique and comparative differentiators to shape the technical buyer's decision criteria. Highlight Okta's highly available architecture, robust regulatory compliance, and comprehensive platform coverage to prove Okta is the premier partner for world-class security. Pioneer AI Visibility & Control: Position Okta at the forefront of the AI era. Guide enterprise customers on how to discover unmanaged AI agents, evaluate their risk, and establish a single, centralized control plane for all human and non-human identities. Drive Value-Based Outcomes: Lead the technical evaluation phases of complex B2B SaaS sales cycles. Proactively overcome objections and drive enterprise deals to technical closure by continuously tying Okta's capabilities back to the customer's core business drivers of breach protection and operational resilience. Be a Trusted Advisor: Build strong, consultative relationships with strategic customers, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture. Requirements Enterprise Pre-Sales Excellence: Recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer), with a strong track record of quota attainment and securing technical wins explicitly with large, complex enterprise accounts. Consultative & Interpersonal Acumen: Top-tier executive communication, presentation, and storytelling abilities. Experience running value-based sales motions, knowing how to read a room, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk. Technical Agility: A strong technical foundation coupled with a demonstrated ability to learn new enterprise technologies and architectures rapidly. Identity & Cybersecurity Expertise: Broad understanding of the complete Identity Security landscape. Recognise that identity is much more than just SSO and MFA, bringing knowledge of Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture. Bonus Skills (Highly Desired) Advanced Identity Governance & Automation: Direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows to large enterprises. AI Security & Architecture: Experience with or a strong understanding of artificial intelligence tools, AI agents, LLM integrations, and the emerging security implications of non-human identity within the enterprise. Compensation The annual On Target Compensation (OTE) range for this position is between $200,000-$275,000 USD for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington.
Advanced Identity Governance & Automation