Vice President of Enterprise Sales, East

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 organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Okta Sales Team  Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers. Strategic Sales Team  We have a team of highly experienced sellers who are targeting Okta’s largest customers.  This segment represents one of the biggest opportunities for growth at Okta.  Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.  The Strategic Area Vice President Opportunity The Area Vice President of Strategic Sales will define market tactics to meet annual business goals. They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex Eastern territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high-performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta.  What you’ll be doing  * Attract, recruit, hire, and mentor the Strategic sales leadership team. Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.). * Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable * Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results * Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same * Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.) * Effectively develop, design, build, and execute all aspects of the (Segment) business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results  * Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Region  * Own the pipeline generation strategy and with internal stakeholders to execute against the strategy  * Maintain market intelligence and develop strategies to maintain Okta’s leadership position * Exhibit a growth mindset with the ability to outline the long term vision and strategy  * Travel as necessary to build and cultivate customer and prospect relationships What you’ll bring to the role: * 10+ years’ experience building and running sales teams in a SaaS environment * Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion 3+ years’ experience as a second line sales leaderPreviously led a $20M+ (minimum) ARR sales organization with 40%+ growth * Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders * Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics * Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers * History of consistently meeting/exceeding targets and objectives personally and as a leader * Proven ability to hire and retain a high performing sales team with humility and confidence * Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels * Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)   #LI- Remote P12046_3404085 Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $408,000—$605,000 USD The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

SLSQ227R838 The Consulting & Systems Integrator (C&SI) organization accelerates Databricks' growth by building and managing strategic relationships with the world's leading data and technology services companies. As the RSI Portfolio Leader, you will lead a high-performing team responsible for driving the strategic go-to-market motions across Databricks' Managed Gold Portfolio of Systems Integrator (SI) partners. Serving as a player-coach, you will define and execute a cohesive portfolio strategy while enabling your team to grow and scale some of Databricks' most strategic partnerships. In this role, you will focus on expanding executive mindshare, accelerating joint revenue growth, creating scalable partnership models, and driving innovation through deeper collaboration with SI partners. You will work cross-functionally with Sales, Product, Marketing, and Partner teams to maximize the impact of the partner ecosystem and deliver measurable business outcomes. This role reports to the Vice President of System Integrator Partners. The impact you will have: * Lead and develop a team of global alliance professionals responsible for managing Databricks' Managed Gold Portfolio of Systems Integrator partners. * Define and execute portfolio strategies that drive growth, scale, and long-term value across strategic partner relationships. * Expand and deepen partnerships through jointly developed business plans that deliver predictable, recurring revenue growth. * Engage C-suite executives to shape global strategies, align investment priorities, and establish shared business objectives. * Accelerate Databricks and partner adoption by identifying new market opportunities, expanding use cases, and driving joint customer success. * Develop and execute partner enablement and training strategies that increase partner capabilities, grow practices, and expand technical and sales expertise. * Secure strategic investments and establish repeatable programs around joint intellectual property, solutions, and go-to-market initiatives. * Lead joint go-to-market campaigns, executive events, and thought leadership activities that increase market awareness, drive customer adoption, and generate new business. * Build and maintain trusted executive relationships across all levels of partner organizations to strengthen strategic alignment and execution. * Develop and manage joint business plans with clear governance and measurable success metrics across Sales, Customer Success, Marketing, Training, Product, and Partner organizations to ensure alignment and accountability. What we look for: * 15+ years of experience building, managing, and scaling strategic partnerships with global organizations. * Demonstrated track record of successfully leading a portfolio of Regional and Global System Integrator (RSI/GSI) partnerships and delivering measurable business growth. * Deep understanding of alliance organizations, including executive stakeholders, organizational structures, business strategies, partner cultures, market offerings, and joint value propositions. * Proven experience launching, scaling, and driving business outcomes with Global System Integrators. * Deep domain expertise in enterprise Data, Analytics, AI, and cloud technologies. * Extensive global partner management experience spanning the Americas (AMER), Europe, Middle East & Africa (EMEA), and Asia-Pacific (APAC). * Experience developing strategic channel relationships and leading complex commercial negotiations and partnership agreements. * Proven success operating in high-growth, entrepreneurial organizations and helping scale businesses through periods of rapid expansion  * Exceptional executive presence with the ability to influence C-level stakeholders and align cross-functional teams around shared business objectives. * Strong strategic planning, operational execution, and people leadership skills with a demonstrated ability to build and lead high-performing teams.   Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.   Zone 1 Pay Range $204,200—$280,700 USD Zone 2 Pay Range $204,200—$280,700 USD Zone 3 Pay Range $204,200—$280,700 USD Zone 4 Pay Range $204,200—$280,700 USD About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.