Federal Sales Manager - Aerospace, Defense and FSI

The Federal Sales Team

We are seeking a passionate, results oriented, sales professional to drive revenue growth calling on accounts in the Aerospace, Defense and Federal Systems Integrator vertical. Our Federal Sales Managers are individual contributors who play a vital role in driving a significant share of revenue for Okta. We provide our reps with an environment in which they can make valuable contributions from day one while also building opportunities for learning and growth.

This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

The Federal Sales Manager, Opportunity

Reporting to the Federal Sales Director - FSI, this role will drive the sales process for Aerospace, Defense and FSI customers. Our Federal Sales Manager will lead the sales process within an assigned territory for the Defense Industrial Base vertical. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our FSM's organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients.

• What you'll be doing
• Develop new and existing federal accounts within FSI's and across your territory, meeting or exceeding quarterly and yearly revenue targets
• Continually build and grow a robust sales pipeline via outbound account visits and proactive interactions to obtain new business
• Develop long-term strategic relationships with key accounts, actively identifying opportunities for customer development and revenue growth
• Work closely with internal and external partners to extend reach and drive adoption
• Successfully lead complex contract negotiations
• Moderate travel as needed, specifically to the DC area
• What you'll bring to therole & what we're looking for
• 12+ year proven experience selling technology, preferable in the FSI space - experience selling to RTX/Raytheon preferred
• Proven track record of delivering sales of complex services and solutions in a competitive environment with the ability to close sales through effective sales and negotiation methods
• Effective territory development mentality
• Strong verbal and written communications skills, with the ability to demonstrate a connection to Okta's vision and values
• Commitment to work collaboratively & cross functionally across the Okta and Defense Industrial Base ecosystems
• Extensive customer and Defense Industrial Base network
• BS/BA degree strongly preferred or applicable experience

Additional requirements

• This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.

#LI Remote

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:

$288,000-$432,000 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.