Senior Solutions Engineer, Okta (Mid Atlantic)
Maryland; Virginia; Washington, DC
Secure Every Identity, from AI to HumanIdentity 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. Were all in on this mission. If you are too, lets talk. Senior Solutions Engineer (Enterprise Pre-Sales) Secure Every Identity, from Human to AI Agent About the Role At Okta, we believe that identity is the foundation of security and digital transformation. As a Senior Solutions Engineer, you will be the trusted technical advisor to our largest, most complex enterprise customers and a critical driver of our sales organization. We are looking for a highly strategic Pre-Sales professional whose consultative expertise, emotional intelligence, and enterprise sales acumen are their defining strengths. While technical agility is required, your primary focus will be owning the technical sales cycle by anchoring technical features to positive business outcomes. You will partner closely with Enterprise Account Executives to uncover top-of-mind business challenges-specifically around mitigating risk, reducing costs, and driving operational efficiency. By establishing value-based conversations, you will prove how Okta's independent, neutral, and end-to-end identity platform can transform their architecture and secure the "Tech Win" on large-scale deals. What Youll Be Doing Master the Discovery Process: Leverage exceptional active listening to dig deep into customer pain points. You will uncover the why behind the initiative, focusing on how Oktas vast pre-built integrations and scalable architecture can solve their most complex, diverse environmental challenges. Navigate Complex Organizations: Translate highly technical concepts into clear, compelling business value. You will regularly collaborate with and present to key stakeholders across matrixed enterprises, including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners. Differentiate and Win: Confidently articulate Okta's unique and comparative differentiators to shape the technical buyer's decision criteria. You will highlight our highly available architecture, robust regulatory compliance, and comprehensive platform coverage to prove Okta is the premier partner for world-class security. Pioneer AI Visibility & Control: Position Okta at the forefront of the AI era. You will guide enterprise customers on how to discover unmanaged AI agents, evaluate their risk, and establish a single, centralized control plane for all human and non-human identities. Drive Value-Based Outcomes: Lead the technical evaluation phases of complex B2B SaaS sales cycles. You will proactively overcome objections and drive enterprise deals to technical closure by continuously tying Oktas capabilities back to the customers core business drivers of breach protection and operational resilience. Be a Trusted Advisor: Build strong, consultative relationships with strategic customers, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture. What Youll Bring Enterprise Pre-Sales Excellence: Recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer), with a strong track record of quota attainment and securing technical wins explicitly with large, complex enterprise accounts. Consultative & Interpersonal Acumen: Top-tier executive communication, presentation, and storytelling abilities. You have experience running value-based sales motions, know how to read a room, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk. Technical Agility: A strong technical foundation coupled with a demonstrated ability to learn new enterprise technologies and architectures rapidly. Identity & Cybersecurity Expertise: Broad understanding of the complete Identity Security landscape. You recognize that identity is much more than just SSO and MFA, bringing knowledge of Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture. Bonus Skills (Highly Desired) Advanced Identity Governance & Automation: Direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows to large enterprises. AI Security & Architecture: Experience with or a strong understanding of artificial intelligence tools, AI agents, LLM integrations, and the emerging security implications of non-human identity within the enterprise.
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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:$200,000-$275,000 USDThe 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.
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Okta
The foundation for secure connections between people and technology
Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.
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