Director, Sales Strategy & Operations - APAC

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over 2 years old

This job is no longer active

You’ll help bridge the gap between the ‘satellite startup’ world of our APAC team and the global operational and G&A resources. This means collaborating with Ops colleagues to design and implement your solutions, as well as interfacing with Business Systems, Data & Analytics, Sales Enablement, and Finance/Accounting teams to keep things running. Okta moves fast – with your help, APAC will move even faster.

Key Responsibilities

Resourcing & Targets

  • Own the sales quota and capacity plans for your business unit.
  • Work with sales managers to drive effective territory allocation among their reps.
  • Uncover areas of revenue opportunity in our customer and prospect base.
  • Contribute to integrated planning and execution for sales and demand.

Scalable Analytics

  • Develop formal reporting packages for sales effectiveness and productivity. Conduct metrics reviews with sales management and supporting teams.
  • Understand what makes a good territory in your unit and how we might rethink these metrics as we expand into new markets.

Infrastructure & Tooling – put your ideas into action:

  • Document essential processes and engagement rules; help enforce those processes.
  • Optimize the sales rep, manager, and sales ops experience in Salesforce and other systems.
  • Know what quality data means and help us design and improve it.
  • Work with global teams as needed to drive changes to systems, analytics, and processes.

Business Partnership

  • Drive rigorous planning and execution at all levels of the organization. Facilitate deep account planning with reps and managers.
  • Manage our pipeline cadence, including the coverage and generation needs for each team. Work with GTM teams to identify and address areas of opportunity or concern.
  • Enable GTM teams on the assets you deliver: metrics, dashboards, models, frameworks, etc.
  • Uplevel our integrated regional business planning and progress reviews among sales, marketing, sales development, and alliances

The Ideal Candidate possesses:

  • Minimum 6-10 years of strategic sales operations experience in the APAC market
  • Deep understanding of SaaS licensing models
  • Experience working closely with Enterprise sales leaders in a SaaS business
  • Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
  • Exceptional quantitative and MS Excel skills (sumifs, index/match and vlookup, table formulas).
  • Excellent written and verbal communication skills. You can hold a meeting with executives.
  • Deep experience modeling complex problems, both conceptually and tactically (spreadsheets, analysis tools, visualization).
  • Endless curiosity and a need to dive deeper for understanding.
  • The desire and capacity to work independently AND collaboratively.

Additional skills we value:

  • Experience with Tableau or other analysis/BI tools
  • Familiarity with Salesforce CPQ or other CPQ or Q2C tools
  • Familiarity with Anaplan
  • Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Salesforce One, Clari).
  • Familiarity with MySQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN)
  • Knowledge of the enterprise IT selling motion

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta https://www.okta.com/company/careers/. 

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta.  More details about Okta’s privacy practices can be found at: https://www.okta.com/privacy-policy.

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