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Solutions Engineer - Partner/Alliances

Company: Okta
Location: Atlanta
Posted on: November 23, 2021

Job Description:

Position Description:The Partner Sales Engineer is a senior technical lead that supports the national growth and scale of Okta's strategic partners that recommend, deploy and manage Okta as a Service. This role is responsible for managing all technical partner activities across specific Okta's partners and will work closely with the Okta Channel Managers to develop a comprehensive technical business plan for the partnerships, including identifying, incubating, and bringing to market service/solution offerings based on Okta. This individual is responsible for enabling partners on Okta and supporting the growth of certified resources worldwide. Content creation and pushing information to the partners in the field for mass consumption is a key priority. The right candidate will be an Identity and Access Management expert with a consultative approach, comfortable and competent to present and work with senior executives in the areas of strategic planning, solution development, technical business enablement and process management, all while growing revenue for Okta and Services.Job Duties and Responsibilities:Drive incremental revenue through increased Okta revenue through strategic partnersBuild and manage the technical relationships with the partnersAssist partners with prospects and customers interested in adopting the Okta servicePromote selling of Okta based on value propositions, competitive differentiators, and advantagesProvide oversight, guidance, and assistance during the partners sales process to ensure mutual successLead technical discussions with partners on the value Okta can provide to their clientsDevelop and execute enablement plans with joint executive support and budgetsPlan and participate in quarterly business reviews with Okta and partners executive sponsorsSupport the development of Center of Excellence plansGather, track, and translate partner feedback and help steer the Okta product roadmapDevelop domain expertise and thought leadership regarding the partners's current areas of focus as well as in new areas for expansionDefine and deliver formal and informal technical training sessions for partner resourcesEstablish and maintain technical expertise on current and developing Okta products and technologyExecute business initiatives to produce incremental revenue streamsHelp develop partner collateral material in cooperation with sales and marketingMaintain field level relationships with partners to assure effective positioning of Okta solutionsCreate technical content to show partners how to implement specific use cases or best practices for new technologiesPrepare partner demos and proof of concepts to demonstrate various use cases for Okta's PlatformDistill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and SalesKey Performance Metrics:Direct and influenced worldwide revenue growthPartner developed and driven GTM Solution Offering they drive into the market / their customer basePartner enablement and resource certification growthMinimum REQUIRED Knowledge, Skills, and Abilities:5+ years of technical sales, preferably with broad experience and responsibilityStrong Okta product, IAM technologies (SAML, OAuth, OpenID Connect, SCIM)Comprehensive IAM / IDaaS competitive landscape knowledgeExperience building and managing solutions and enablement programs, including all program lifecycle aspects: business case creation and approval, high-level architecture definition, resource plans, education/communication plans, etc.Stong presentation and communication skills at both an executive and technical levelStrong knowledge of partner and channel business modelsCandidate must be a self-starter and possess the ability to deliver on commitments and deliverables in a timely manner and work independentlyProgram management experience desiredA passion to serve partners, which has played out in some partner-facing role like consulting or support, ideally sales engineeringAn ability to quickly communicate complex ideas around a technical topic, ideally on the fly at a whiteboardExperience 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 communicationsAn understanding of core security concerns within a typical application (password hashing, SSL/TLS, encryption at rest, XSS, XSRF)A world class communicatorConfident dispensing knowledge to a highly skilled and experienced audienceTypically 50% travelBachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferredOkta is an Equal Opportunity Employer#LI-CE2Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located. We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live. Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs. Find your place at Okta .

Keywords: Okta, Atlanta , Solutions Engineer - Partner/Alliances, Engineering , Atlanta, Georgia

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