Manager, Deal Strategy & Operations (Remote Eligible)

Last updated 16 hours ago
Location:San Francisco, California
Job Type:Full Time

Okta’s Deal Strategy Team is responsible for driving complex and high-value enterprise contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. The team sits within the larger GTM Strategy & Operations organization and is key to driving some of Okta’s most critical growth initiatives.

We are seeking a Program Manager who will drive organizational change by leading projects around three specific initiatives - expanding globally, leveraging data effectively, and scaling the business. This individual contributor role is best-suited for an execution-focused operations professional who has led a Deal Desk team and understands the complexity of managing a deal cycle, navigating tools and policies, and working cross-functionally to align priorities in order to close a deal. Candidates must be adept at managing projects and working cross-functionally on strategic initiatives, enjoy acting as the go-to problem-solver, have a knack for creating reports and telling stories with data, and be skilled at streamlining systems and processes to make doing business with and within Okta as seamless as possible.

General Job Duties and Responsibilities:

Expand Globally

  • Project manage cross-functional work streams tasked with localizing Japan team’s tools, resources, and operations
  • Support APAC and EMEA teams in evaluating and developing necessary processes and tools for efficiency
  • Develop communication protocols to ensure deal policy, process, and strategy changes are shared consistently with international teams and reinforced as needed

Leverage Data

  • Develop dashboards for tracking KPIs around the impact and effectiveness of deal strategies and structures
  • Empower Deal Strategy Managers with data that illustrate deal trends to inform their deal recommendations
  • Partner with various cross-functional teams to streamline data and models at the corporate level and provide the feedback on the effectiveness of new or existing strategies
  • Advise on data-tracking elements that need to be developed in order to highlight business operations needs

Scale the Business

  • Oversee the creation and unification of documentation around approvals, deal process and strategies, and fallbacks; overhaul and manage the team Wiki
  • Define business engagement models to ensure seamless partnerships with Partners, Renewals, Finance, etc.
  • Represent the Deal Strategy team’s needs, requirements, and interest to the Business Systems and Process Architecture teams

Minimum Knowledge, Skills, and Abilities:

  • Bachelor’s degree in Finance or Business preferred
  • 5-7 years of direct experience with structuring SaaS subscription deals for Fortune 500 and Global 2000 companies
  • 2-3 years of project management experience, designing and leading initiatives specific to business/sales/customer first operations or leading a deal desk team
  • Highly-skilled at partnering cross-functionally with Sales, Finance, Legal in executing contracts
  • Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, vlookups, ability to do ad-hoc models and analysis, etc.)
  • Data-driven and numerically strong; strong research, analytical, and problem-solving abilities; able to get creative and figure things out
  • Strong experience with, CPQ, and other sales related systems including data enrichment tools
  • Possess a “do whatever it takes” attitude to affect change within the organization; comfortable sharing new ideas, building new things, and challenging the status quo
  • Able to balance being detail-oriented with seeing the big picture
  • Highly responsive, thrive in a fast-pace environment