Solutions Engineer, Okta

About the Role

Okta believes identity is the foundation of security and digital transformation. Within this context, the Solutions Engineer (Enterprise) operates as a trusted technical advisor to our largest and most complex customers. This role is integral to the sales organization, owning the consultative and technical dimensions of the enterprise sales cycle. The position demands strategic thinking, emotional intelligence, and a focus on business outcomes rather than purely technical specifications. Success is defined by the ability to convert complex identity capabilities into clear value for the customer.

The role is centered on securing large-scale deals by anchoring technical discussions to business imperatives. You will be responsible for proving how Okta's independent and neutral identity platform can address critical organizational challenges. This involves deep collaboration with C-level and executive stakeholders to establish technical credibility and drive deals toward closure. The mission includes pioneering visibility and control in the AI era, ensuring identity security extends to both human and non-human agents.

What You'll Be Doing

You will master the discovery process by conducting in-depth interviews to uncover the underlying business drivers and unspoken risks facing the customer. This involves asking probing questions to understand the "why" behind identity initiatives, focusing on challenges related to risk, cost, and operational inefficiency. You will use this understanding to map Okta's extensive library of pre-built integrations and scalable architecture to these specific environmental hurdles.

Within complex matrixed organizations, you will translate highly technical identity concepts into compelling narratives for executive audiences. This requires clear communication with stakeholders such as CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Administrators, and Application Owners. You will tailor the message to highlight how Okta's platform addresses their unique priorities.

A core differentiator will be your ability to articulate Okta's unique advantages against competitive solutions. You will shape the technical criteria used by buyers, emphasizing the platform's highly available architecture, robust compliance posture, and comprehensive feature coverage. This positioning reinforces Okta as the premier partner for security leadership.

You will pioneer strategies for AI visibility and control, guiding customers on identifying unmanaged AI agents and evaluating the associated risks. A key responsibility involves orchestrating a single, centralized control plane that manages all human and non-human identities. This establishes governance and oversight in the evolving AI landscape.

You will lead the technical evaluation phases of complex B2B SaaS sales cycles. This involves proactively addressing objections and steering conversations toward measurable outcomes related to breach protection and operational resilience. You will ensure that every technical feature is linked directly to the customer's business continuity and risk mitigation goals.

Building long-term trust is essential. You will establish yourself as a subject matter expert in Identity Security, modern identity standards such as SAML, OIDC, and SSF, and Zero Trust Architecture. This consultative approach cements your role as a trusted advisor throughout the customer journey.

What You'll Bring

You bring recent, proven experience in enterprise Pre-Sales roles, with a consistent record of quota attainment in complex sales environments. This background should include explicit success in securing technical wins for large, complex enterprise accounts.

You possess top-tier executive communication skills, including presentation and storytelling abilities. You can run value-based sales motions, read a room effectively, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk.

You have a strong grasp of identity concepts, including SAML, OIDC, and Zero Trust frameworks. You can map these standards to diverse customer landscapes and existing technology investments.

Nice to Have

You have experience using neutral infrastructure and regulatory compliance as key differentiators in competitive deal scenarios. This history helps frame discussions around platform independence and adherence to evolving legal requirements.

Skills & Tools

Your expertise includes Okta, SAML, OIDC, SSF, AI agents, Zero Trust, PAM, Enterprise Architecture, and Identity Engineering. These skills are applied daily to address the sophisticated challenges of enterprise identity management.

Practical Notes

Details regarding specific requirements and benefits should be confirmed This ensures you have the most current information regarding compensation, which includes a base salary and on-target compensation figures referenced for the year 2024. The role requires travel to locations in Connecticut; Massachusetts; and New York, New York.