**Secure Every Identity, from AI to Human
**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.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
The Commercial LATAM Team
Account Executives at Okta strive to help prospects and customers modernize IT, build customer experiences, and prevent breaches by mapping our solutions to their needs. By understanding the specific challenges that both prospects and customers are faced with, you will help them achieve the desired positive business outcomes with our solutions. You will cultivate tight-knit relationships with customers and key partners while maintaining knowledge of Okta’s evolving technology. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners.
The Sr. Commercial Account Executive Opportunity
Reporting to the LATAM Area Sales Director, Commercial Sales, Okta’s Sr. Commercial Account Executive manages the sales processes for commercial customers (less than 2000 employees) located in Brazil. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our AE’s organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients.
**What you’ll be doing **
- Manage the sales process for small to medium-sized new logo customers from demo to contract negotiation
- Expand business within existing Okta customers by building long-term strategic relationships with key accounts.
- Develop and execute against an assigned quota and territory plan
- Prospect, forecast, build and maintain a sales pipeline with assigned Sales Development Representatives
- Present to C-level executives in the field and via web demonstrations
- Partner with ISV's and strategic partners to win revenue for Okta
What you’ll bring to the role
- 5+ years of sales and account management experience in a SaaS/Cloud B2B environment
- Experience selling into Brazil preferred
- A proven track record of success selling in territory to mid-sized and/or enterprise customers
- ISV or Channel experience is strongly preferred
- IT/Security sales experience is strongly preferred
- Ability to travel 10%-20%
- BS/BA degree preferred
- Must be able to travel to customers, events, and team offsites
- Must be fluent in Portuguese
- Please note this role is not eligible for sponsorship
A Equipe Comercial LATAM Os Executivos de Contas da Okta se dedicam a ajudar prospects e clientes a modernizar a TI, criar experiências para clientes e prevenir violações de segurança, mapeando nossas soluções às suas necessidades. Ao compreender os desafios específicos enfrentados tanto por prospects quanto por clientes, você os ajudará a alcançar resultados positivos desejados com nossas soluções. Você irá cultivar relacionamentos próximos a clientes e parceiros estratégicos, ao mesmo tempo em que mantém conhecimento atualizado sobre a tecnologia em constante evolução da Okta. Nesta função, espera-se que você gerencie negociações de ponta a ponta, em colaboração com equipes de contas, engenheiros de soluções, serviços profissionais e parceiros.
A Oportunidade de Executivo de Contas Comercial Sênior Reportando-se ao Diretor de Vendas da Área LATAM, o Executivo de Contas Comercial Sênior da Okta gerencia os processos de vendas para clientes comerciais (com menos de 2.000 funcionários) localizados no Brasil. O candidato ideal para a posição terá prazer em conquistar novos clientes (new logos), ao mesmo tempo em que gerencia e expande uma carteira de clientes existentes. Nossos Executivos de Contas organizam e conduzem apresentações de vendas, visitas a clientes e demonstrações de produtos para prospects, representando a Okta de maneira consistente, eficaz e profissional, com o objetivo de desenvolver e conquistar novos clientes.
O que você fará
- Gerenciar o processo de vendas para novos clientes de pequeno e médio porte, desde a demonstração até a negociação de contratos
- Expandir os negócios na base de clientes existentes da Okta, construindo relacionamentos estratégicos de longo prazo
- Desenvolver e executar um plano de território e atingir a cota atribuída
- Prospectar, prever resultados, construir e manter um pipeline de vendas em parceria com os SDRs
- Apresentar para executivos C-Level presencialmente e remotamente
- Trabalhar com ISVs e parceiros estratégicos para gerar receita para a Okta
O que você trará para a função
- Mais de 5 anos de experiência em vendas e gestão de contas em ambiente B2B de SaaS/Cloud
- Experiência em vendas no Brasil
- Histórico comprovado de sucesso em vendas/ cobertura de território de clientes de médio porte e/ou corporativos
- Experiência com ISVs ou canais é altamente desejável
- Experiência em vendas de TI/Segurança é altamente desejável
- Disponibilidade para viagens entre 10% e 20%
- Graduação (BS/BA) desejável
- Capacidade de viajar para visitar clientes, participar de eventos e encontros da equipe
- Fluência em português é obrigatória
- Observação: esta posição não é elegível para patrocínio de visto
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