Director, APJ Deal Strategy

Okta is seeking a world-class deal strategy leader to partner with the APJ GTM teams to grow the business and close the best deals possible.

The APJ Deal Strategy lead will set the strategy and direction with APJ GTM leadership to help Okta scale to $4B+, driving innovative approaches and operational excellence to help the field win.

Core responsibilities will include:

• Drive deals management strategies that will help Okta scale to $4B+ in revenue
• Work closely with leaders in the GTM teams to craft deal proposals, evaluate and apply new buying programs, business models and monetization strategies
• Gather GTM team feedback on deal quality and velocity improvement proposals
• Provide well-reasoned deal structuring guidelines and optimization recommendations to GTM leaders across the organization and the executive team
• Govern commercial terms and non-standard approvals
• Define and evaluate Key Performance Indicators to track impact of deal strategies and guidelines
• Support customer-facing discussions where appropriate, to help sales win business
• SME support for deal enablement and training content for the sales team to help best position deal commercial terms and conditions with customers
• Provide targeted in-deal support to the sales team to assist in strategic precedent-setting opportunities
• Provide leadership to further scale and optimize the team, setting priorities to maximize impact

The successful leader in this role will have a combination of skills across deal strategy & management, customer negotiations, business value positioning, deal analytics, program management, communication, influencing and collaboration.