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Senior Manager, Deal Strategy Customer Identity



Customer Service
United States
Posted on Friday, June 7, 2024

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

The Deal Strategy & Operations Team

The Deal Strategy & Operations team ensures that every deal signed is a good deal for both Okta and our customers. As part of this team, you will globally partner with the GTM & Customer First organizations to drive profitable growth while laying the foundation for long-term mutual success with our Customers.

The Senior Manager, Deal Strategy Customer Identity Opportunity

Okta is seeking a world-class Deal Strategist to partner globally with our Account Teams, providing strategic support to key customers using Okta’s Customer Identity & Access Mgt. solutions. Reporting to the Deal Strategy & Operations organization within Business Planning, this is a dedicated role specifically partnering with our GTM, Customer First, and Technical teams to drive cross-functional alignment focused on the long-term success of our Customer Identity customer base.

What you’ll be doing

  • Develop strategies that ensure our existing Customer base thrives as Okta scales to $4B+ in revenue.
  • Collaborate with GTM leaders to create deal proposals, evaluate new buying programs, business models, and monetization strategies.
  • Engage in customer-facing discussions to aid sales in winning and maintaining our Customer Identity business.
  • Collect GTM team feedback to improve deal quality and velocity.
  • Provide well-reasoned deal structuring guidelines and optimization recommendations to GTM leaders.
  • Oversee commercial terms and non-standard approvals related to managed deals.
  • Track the impact of deal strategies using Key Performance Indicators.
  • Support deal enablement and training content for the sales team to position commercial terms and conditions effectively with customers.

What you’ll bring to the role

  • Minimum of five years of experience in a deal strategy role, or equivalent experience in strategy consulting, strategic finance, or corporate strategy at a SaaS or enterprise software company.
  • Ability to quickly understand new product and business model concepts, applying critical and structured thinking to new areas.
  • Proactive problem solver who gets things done in short timeframes.
  • Demonstrated leadership experience in driving complex, cross-functional execution.
  • Exceptional communication and collaboration skills across all organizational levels.

And extra credit if you have experience in any of the following!

  • Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business, or equivalent; MBA preferred.
  • Experience with Tableau and data-driven customer insights is a plus.
  • A natural inclination for learning and curiosity.


Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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 base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:
$142,000$214,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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 participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.