🕒 3 days ago
Manage and grow a portfolio of strategic accounts in Japan, leading complex expansion sales, multi-year account planning, executive relationships, negotiations, and cross-functional teams to deliver customer outcomes.
Key Account Director, JP
🕒 3 days ago
Strategic Account ManagementEnterprise SalesAccount GrowthUpselling
📜 Description
- Grow strategic accounts by identifying, qualifying, and closing complex upsell and cross-sell opportunities.
- Develop and execute multi-year account plans that align executive relationships, solutions, and long-term customer value.
- Forecast revenue, maintain a strong opportunity pipeline, and communicate revenue potential and risks to executive leadership.
- Lead complex contract negotiations and renewals with Legal, Finance, and Procurement teams.
- Coordinate global cross-functional account teams and serve as a trusted advisor to customer executives.
- Represent customer needs internally, influence product roadmaps, and manage strategic system integrator partnerships.
🛠️ Requirements
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
✨ Benefits
- Well-being support
- Social impact opportunities
- Talent development
- Connection and community programs
- Immersive in-person onboarding
Full job description
Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
Key Account Director
Role: The Strategist
The Key Account Executive (KAE) is responsible for managing and significantly expanding revenue within our most strategic, high-value accounts across Japan. This role goes beyond transactional selling, positioning the KAE as a business strategist for the company's most important relationships.
The successful candidate will manage a select portfolio of named, multi-million-dollar accounts and be the primary executive contact for key stakeholders. This role requires proven executive presence and engagement, with an ability to drive demand, navigate highly complex sales cycles, and drive dedicated cross-functional account teams globally to ensure maximum Lifetime Value (LTV) and deliver high customer outcomes.
Results: What You Will Achieve
- Account Growth: Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio.
- Strategic Planning: Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account.
- Sales Process: Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership.
- Negotiation: Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams.
- Portfolio Leadership: Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority.
Relationships: Who You Will Impact
- Customer C-Suite: Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO).
- Ecosystem: Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience.
- Technology: Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts
- External Ecosystem: Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including “sell to, sell through, sell with”
#LI- Hybrid
P26122
The Okta Experience
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.
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