Deal Strategy Manager - EMEA

Okta’s Deal Strategy Team is responsible for driving complex and non-standard commercial contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. The team sits within the GTM Strategy & Operations organisation, which supports strategic initiatives across Okta. As a member of this team, you will have the opportunity to learn about and contribute to Okta's business from many angles, from our go-to-market strategy and launch of new products to the standardisation of policies and systems to scale operations. As a Deal Strategy Manager, you will be well-positioned as the “pulse” on the business and a strategic adviser to the Sales organisation. You will play a central role in the structuring deals, driving decisions and approvals, and executing contracts with a focus on managing escalations, minimising cycles, and optimising annual recurring revenue.

 

This role is best suited for an experienced Deal Desk, Sales Operations or Finance professional who is knowledgeable about SaaS subscription models and is interested in deeply understanding business problems and collaborating with others to make doing business with and within Okta as seamless as possible.

 

As an Okta Deal Strategy Manager - EMEA you will:

• Align with and inform corporate-level deal policies and processes
• Understand EMEA’s regional needs, relaying such needs to HQ, and proposing potential solutions
• Collaborate with the EMEA Sales leadership and Account Executives early on in the sales cycle to develop pricing strategies, deal models, and contract terms sheets as part of the proposal building process
• Advise and support Account Executives in complex quote creation processes via Salesforce CPQ, being an on-the-ground CPQ expert as needed
• Own and manage commercial contract negotiations in partnership with Sales and Legal, communicating directly with customers as needed to position Okta’s terms and conditions
• Maintain a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and resolution on customer concerns or key business issues that arise during negotiation
• Partner with Accounting and Finance to review and address revenue recognition and margin concerns for non-standard deal structures
• Advise Account Executives on contract objection-handling techniques, alternative contract options, and value propositions to help close deals
• Build reports and dashboards as needed to give HQ and regional leadership visibility into EMEA deal performance and trends, while ensuring global reporting and analytics integrity; sharing deal intelligence to enable effective deal-level decision making
• Partner with the Sales Enablement team to create training content for EMEA to ensure the field is informed on new products, best practices, quarterly updates on policy, and engagement models, etc.
• Develop tools that help the Sales team effectively price, structure, and quote deals while managing to certain business metrics and requirements
• Take the lead and initiative to drive operational procedures and processes in EMEA while maintaining global integrity and consistency to support Okta’s field team at scale
  
  

General responsibilities:

• Act as a Sales-facing subject matter expert on deal structuring, processes, and policies
• Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce
• Partner with regional leadership to prioritise and organise projects and deals for month, quarter, and year-end
• Communicate effectively with various audiences ranging from Customers to Account Executives to C-level leadership
• Manage ad hoc operations and systems focused projects
• Proactively share regional data, patterns, or learnings