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 You'll 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 Okta's 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 Okta's capabilities back to the customer's 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 You'll Bring
- Strategic Pre-Sales Excellence: 8+ years 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 strategic 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.