[Remote] Director Solutions Engineering, Key Accounts (West Coast)

Note: The job is a remote job and is open to candidates in USA. Okta is a company focused on securing identities in the realm of AI. They are seeking a Director of Solutions Engineering to lead a team that provides strategic presales support to their most important customers, driving operational excellence and building strong relationships with key stakeholders.ResponsibilitiesBuild and Lead a World-Class Team: You will be leading a team of five Principal+ Solutions Engineers with an expectation that the Key Accounts segment will grow to include a leadership team reporting to you. You will drive the full hiring process—from sourcing to closing—to attract top talent, and foster their professional growth through hands-on development plansDrive Strategic Engagements: Champion a structured approach to strategic presales engagements, ensuring the consistent use of technical strategies, roadmaps, and playbooks to win large, complex dealsDrive Operational Excellence: Drive operational rigor across the Key Accounts SE organization. Establish and track KPIs to measure team success, and continuously refine processes and engagement models to optimize efficiency and impactServe as an Executive Sponsor: Actively work on strategic deals, providing executive sponsorship and proposing innovative strategies to ensure the success of opportunities. Build deep relationships with senior technical and executive decision-makers (CIOs/CISOs) at our customers, and act as a crucial feedback loop to Okta's Product and Engineering teamsBuild Strategic Alliances: Partner closely with Sales Leadership to operationalize enterprise sales methodologies (e.g., MEDDPICC, Command of the Message). Aligning with Operations, Enablement, HR, and Finance to operationalize the strategy including workforce planning, skills development, and budget alignment, ensuring the team is resourced for successSkillsDemonstrated success in a leadership capacity within a presales organization, selling to Fortune 50 companiesExperience building and leading geographically distributed teams of managers and a proven ability to develop talent to meet both their career goals and the organization's goalsProven experience building and scaling repeatable, strategic engagement models in a presales environmentExperience with and a proponent of Value and Business Outcome-based selling methodologies, including MEDDPICC and Command of the Message frameworkExceptional communication skills with the proven ability to influence C-level executives and navigate highly matrixed organizational structuresA strong vision for Okta's market opportunity and how our customers can leverage Okta solutions to drive business outcomes7+ years of presales leadership experienceBachelor of Science in Engineering, Science, or Mathematics, or equivalent experienceDeep expertise in the security product market, including competitive offerings and industry trendsBenefitsEquity (where applicable)Health, dental and vision insurance401(k)Flexible spending accountPaid leave (including PTO and parental leave)Company OverviewOkta is a management platform that secures critical resources from cloud to ground for workforce and customers. It was founded in 2009, and is headquartered in San Francisco, California, USA, with a workforce of 5001-10000 employees. Its website is http://www.okta.com.Company H1B SponsorshipOkta has a track record of offering H1B sponsorships, with 17 in 2026, 117 in 2025, 133 in 2024, 108 in 2023, 201 in 2022, 142 in 2021, 120 in 2020. Please note that this does not guarantee sponsorship for this specific role.