Principal Solutions Engineer, Key Accounts- West

The Global Presales Team

The Global Presales organization at Okta unites a diverse community of experts—including Solutions Engineers, the Office of the Field CTO, Architects, and Specialists—who combine deep technical expertise with strategic business insight. This team acts as trusted advisors to our customers and partners, helping them unlock the full potential of Okta’s Identity Platform. We ask insightful questions, uncover complex challenges, and deliver tailored solutions that drive customer success.

Principal SE - Key Accounts

The Principal SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Account Directors —accelerating strategic deals, scaling key pursuits, and enabling repeatable success across Okta’s Key Accounts segment.

You will collaborate closely with Key Account Directors, GTM leadership, and product stakeholders to:

• Lead pursuit strategy for select large, multi-stakeholder deals.


• Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts.


• Build and operationalize repeatable sales motions, partner strategies, and AI-enabled sales plays.


• Scale and institutionalize best practices that improve win rates and deal velocity.

What You’ll Be Doing

Strategic Planning & Execution

• Serve as a trusted advisor to Okta’s Key Account Directors and sales leadership, helping to support and execute go-to-market strategies for high-impact pursuits.


• Assist in developing frameworks and methodologies to increase consistency and predictability across strategic deal cycles.


• Partner with the Office of the FCTO to align AI and platform sales narratives with market trends.

Strategic Initiatives

• Support the planning and execution of AI-driven and enterprise-scale sales initiatives across key industries and territories.


• Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration.


• Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact.

Ecosystem & Thought Leadership

• Engage with industry and partner ecosystems to promote Okta’s leadership in AI-enabled identity sales.


• Represent Okta in field events, customer summits, and strategic planning forums.


• Foster collaboration across GTM teams to enhance pipeline growth and field readiness.

Innovation and Strategy

• Engage in initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth.


• Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment.

What You’ll Bring to the Role

Required:

• 8+ years of experience in identity, cybersecurity, SaaS, or AI-related domains.


• Proven track record of driving strategic sales programs and large, complex deal pursuits.


• Strong understanding of AI/ML applications in enterprise go-to-market and security contexts.


• Experience in developing C-level messaging and participating in executive-level engagements.


• Strong communication and presentation skills, with experience contributing to technical events.

Preferred:

• Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization.


• Demonstrated success in executing AI-enabled or platform-based sales motions.


• Strong understanding of Okta’s platform, ecosystem, and identity security landscape.


• Experience working with Fortune 100 enterprises or large regulated industries.


• Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies.


• Ability to thrive in a matrixed environment, balancing strategic vision with operational execution.


• Passion for innovation, collaboration, and customer success.

This role requires in-person onboarding and travel to one of our U.S. office's during the first week of employment.

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