Manager, Presales Strategy & Operations

The Sales Strategy & Operations Team

Sales Strategy & Operations acts as an extension of sales leadership. As part of Okta's Business Operations team, we protect the investment in Okta's rapidly growing Sales organization by ensuring Sales has the insights, tools, and processes to run effectively and efficiently. This specific role is part of our Business Operations team which is responsible for driving growth and efficiency for our Global Presales (Sales Engineering) Organization.

The Manager, Presales Strategy & Operations Opportunity

As a team, we strive to be the brain and the spine of the Sales team at Okta. As part of the wider Go-To-Market Strategy & Operations group, we protect the investment in Okta's rapidly growing Sales organization by ensuring Sales has the insight, tools, and processes it needs to run effectively and efficiently.

You'll work closely with the Field Organization to provide actionable insights and recommendations to accelerate Okta's growth by partnering with the Global Presales (Sales Engineering) Leadership team. You'll collaborate with other colleagues to design and implement your solutions, including Sales Planning & Analytics, Business Technology, Data & Analytics, and Sales Enablement.

This person will ideally be located within a commutable distance to our San Francisco office as we operate a flexible, hybrid working model.

What you'll be doing

• Function as the strategic business partner to our Global Presales Leaders, owning technical engagement pipeline, forecasting, and strategic reporting for sales leadership and identifying opportunities for optimization.
• Work closely with Presales leadership on coverage models, quota and capacity planning, go-to-market segmentation, and coverage strategy, including territory design and growth analysis
• Work with and support various Presales cross-functional business partners (e.g. Sales, Partner Alliances, Marketing, xDRs, Customer Success, Renewals) to analyze business needs, elicit requirements, and design solutions that enable the business to achieve its objectives, improve user experience, and drive adoption.
• Drive operational excellence in the Global Presales organization by identifying, establishing, and maintaining scalable, repeatable process improvements. Document essential processes and engagement rules, and work with local Sales Enablement to disseminate that information and help enforce those processes.
• Conduct regular business reviews to pinpoint areas ripe for enhancement, and then initiate well-organized projects aimed at bridging performance gaps in partnership with sales leadership.

What you'll bring to the role

• Minimum of 5 years experience in an analytical or operations role at a high-growth SaaS company in a Sales operational capacity.
• The ability to deeply interrogate and manipulate data, the confidence and curiosity to understand the implications of the results, and the ability to recommend and present solutions to senior stakeholders.
• A demonstrated record of developing initiatives that impact productivity.
• Excellent communication and collaboration skills, and able to work with all seniority levels across the business. You can hold a meeting with senior directors and VPs.
• Demonstrated ability to be proactive, self-driven, and make pragmatic decisions when necessary.
• Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
• Exceptional quantitative and MS Excel or Google Sheets skills with data integrations (Salesforce automation).
• The desire and capacity to work both independently and collaboratively.
• Ability to travel to other Okta offices as required for in-person meetings.

And extra credit if you have experience in any of the following!

• Experience with emerging automation tools and AI
• Experience with Tableau or other analysis/BI tools.
• Experience with SQL
• Experience with Anaplan
• Experience with sales productivity tools (Outreach, Clari, people.ai).

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