Director, APJ Deal Strategy

<div class="content-intro"><p><strong>Secure Every Identity, from AI to Human<br><br></strong>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.<br><br>This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.</p></div><div class="p-rich_text_section"> <p><span style="font-weight: 400;">Okta is seeking a world-class deal strategy leader to partner with the APJ GTM teams to grow the business and close the best deals possible. The APJ Deal Strategy lead will set the strategy and direction with APJ GTM leadership to help Okta scale to $4B+, driving innovative approaches and operational excellence to help the field win.</span></p> <p><span style="font-weight: 400;">This role requires strong cross functional executive collaboration and influence along with the ability to deal with ambiguity, come up with creative solutions and drive urgency with quarterly business cadence while transforming for scale.&nbsp; This leader will have team management responsibilities with the opportunity to further build out a team over time to drive scale in deal coverage and business impact.&nbsp; The person in this role will work across APJ GTM leadership and cross-functional support teams such as Legal and Finance to determine the best deal structures as we ramp up the business. This leader will drive and maintain the deal strategy and operational excellence in alignment with global best practices. In addition, this leader will work with the broader business planning team including P&amp;P, Business Value and Compete along with IT to support successful rollout of new offers and programs to market.</span></p> <p><span style="font-weight: 400;">As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful leader in this role will have a combination of skills across deal strategy &amp; management, customer negotiations, business value positioning, deal analytics, program management, communication, influencing and collaboration.</span></p> <p><strong>Core responsibilities will include:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Drive deals management strategies that will help Okta scale to $4B+ in revenue</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Work closely with leaders in the GTM teams to craft deal proposals, evaluate and apply new buying programs, business models and monetization strategies&nbsp;</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Gather GTM team feedback on deal quality and velocity improvement proposals</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Provide well-reasoned deal structuring guidelines and optimization recommendations GTM leaders across the organization and the executive team.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Govern commercial terms and non-standard approvals</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Define and evaluate Key Performance Indicators to track impact of deal strategies and guidelines</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Support customer facing discussions where appropriate, to help sales win business.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">SME support for deal enablement and training content for the sales team to help best position deal commercial terms and conditions with customers.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities.</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Provide leadership to further scale and optimize the team, setting priorities to maximize impact</span></li> </ul> <p><strong>Required Skills:</strong></p> <ul> <li