Senior Manager, Deal Strategy Customer Identity

 Published 13 days ago
 United States
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The Deal Strategy & Operations Team

The Deal Strategy & Operations team ensures that every deal signed is a good deal for both Okta and our customers. As part of this team, you will globally partner with the GTM & Customer First organizations to drive profitable growth while laying the foundation for long-term mutual success with our Customers.

The Senior Manager, Deal Strategy Customer Identity Opportunity

Okta is seeking a world-class Deal Strategist to partner globally with our Account Teams, providing strategic support to key customers using Okta’s Customer Identity & Access Mgt. solutions. Reporting to the Deal Strategy & Operations organization within Business Planning, this is a dedicated role specifically partnering with our GTM, Customer First, and Technical teams to drive cross-functional alignment focused on the long-term success of our Customer Identity customer base.

What you’ll be doing 

  • Develop strategies that ensure our existing Customer base thrives as Okta scales to $4B+ in revenue.
  • Collaborate with GTM leaders to create deal proposals, evaluate new buying programs, business models, and monetization strategies.
  • Engage in customer-facing discussions to aid sales in winning and maintaining our Customer Identity business.
  • Collect GTM team feedback to improve deal quality and velocity.
  • Provide well-reasoned deal structuring guidelines and optimization recommendations to GTM leaders.
  • Oversee commercial terms and non-standard approvals related to managed deals.
  • Track the impact of deal strategies using Key Performance Indicators.
  • Support deal enablement and training content for the sales team to position commercial terms and conditions effectively with customers.

What you’ll bring to the role

  • Minimum of five years of experience in a deal strategy role, or equivalent experience in strategy consulting, strategic finance, or corporate strategy at a SaaS or enterprise software company.
  • Ability to quickly understand new product and business model concepts, applying critical and structured thinking to new areas.
  • Proactive problem solver who gets things done in short timeframes.
  • Demonstrated leadership experience in driving complex, cross-functional execution.
  • Exceptional communication and collaboration skills across all organizational levels.

And extra credit if you have experience in any of the following! 

  • Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business, or equivalent; MBA preferred.
  • Experience with Tableau and data-driven customer insights is a plus.
  • A natural inclination for learning and curiosity.


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