Director, Pricing Strategy

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

Okta is seeking a world-class Pricing Strategy leader to identify and drive business growth strategies across the portfolio. This lead will drive the creation of monetization strategy proposals, application of new monetization models, list to net price optimization strategies and models, identification and pursuit of new go to market growth strategies, quantitative market research and analysis, customer and field validation for innovation launches and updates at Okta. They will drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize. 

This role requires strong cross-functional executive collaboration and influence along with the ability to deal with ambiguity while building and transforming for scale. This leader will have team management responsibilities to drive company level initiatives. The person in this role will work across Sales, Go-to-market & Product leadership teams to determine the best monetization strategy as we launch new innovations and optimize our current portfolio. They will drive and maintain the monetization strategy roadmap and work with product management and business operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this leader will be responsible for driving the change management and alignment to ensure that the proposal lands successfully with the field and customers. 

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful person in this role will have a combination of skills across product strategy & management, customer research and market insights, business strategy, analytics, program management, communication, influencing, and collaboration.

Core responsibilities will include:

• Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue
• Drive list to net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market
• Lead company wide priority to drive discount guidance for the field. Define and evaluate Key Performance Indicators to track price realization across geos/ segments, socialize results with Sales leaders and recommend improvements
• Drive cross-sell and up-sell opportunities through bundling and enterprise buying programs (ex. ELAs) that balance portfolio-level simplification with value capture.
• Work closely with leaders in the product management, product marketing, and GTM teams to craft new packaging and pricing strategy proposals, and evaluate and apply new business models and monetization strategies for new and existing product innovations.
• Provide well-reasoned packaging and pricing recommendations to leaders across the organization and the executive team

• Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities.

• SME support for pricing enablement and training content for the sales team to help best position pricing conversations with customers.

• Build and manage a team to scale business impact

Required Skills:

• Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company
• 5+ years in a monetization/pricing strategy role with experience managing strategy & execution for pricing waterfalls from list to net prices
• 3+ years of direct people management experience
• Experience using analytics and BI solutions (e.g. Tableau).
• Ability to quickly grasp new product concepts across a variety of technologies, and consistently apply critical and structured thinking to new areas.
• Action-oriented to solve problems and get a lot done in short timeframes.
• Demonstrated leadership experience driving complex, cross-functional initiatives.
• Exceptional communication and collaboration skills across all levels of an organization.

#Ll-GM*

Sr. Manager, Pricing Strategy

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

Okta is seeking a world-class Pricing Strategist to identify and drive business growth strategies across the portfolio. This lead will drive the creation of monetization strategy proposals, application of new monetization models, list to net price optimization strategies and models, identification, and pursuit of new go-to-market growth strategies, quantitative market research and analysis, customer and field validation for innovation launches and updates at Okta. They will drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize. 

This role requires strong cross-functional executive collaboration and influence along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will work across Sales, Go-to-market & Product leadership teams to determine the right channel pricing strategy, best list to net price optimization strategies, and plans as we launch innovations. They will drive and maintain the monetization strategy roadmap and work with product management and business operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this lead will be responsible for driving the change management and alignment to ensure that the proposal lands successfully with the field and customers. 

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful person in this role will have a combination of skills across product strategy & management, customer research and market insights, business strategy, analytics, program management, communication, influencing, and collaboration.

Core responsibilities will include:

• Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue
• Design and implement channel pricing strategy, programs, and incentives to drive ARR growth through our partner ecosystem 
• Develop deep expertise in how customers perceive value from Okta’s products, and how they perceive the product concerning competitive offerings
• Develop pricing proposals for new product introductions, and refine pricing for existing products based on product, customer, and field inputs, internal deal data, and qualitative and quantitative market research 
• Drive willingness to pay for research via customer and 3rd party surveys, customer and prospect interviews, and internal data analysis
• Research, document, and  synthesize competitive offerings and pricing of such
• Work closely with leaders in the Sales, GTM, Product, and Product Marketing teams to craft new packaging and pricing strategy proposals for new and existing product innovations
• Collaborate closely with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions.
• Develop content for Okta’s official pricing website, and with with Digital team to ensure proper localization
• SME support for pricing enablement and training content for the sales and renewals teams to help best position pricing conversations with customers
• Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities

Required Skills:

• Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 5+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company
• 2+ years in a value-based monetization/pricing strategy role, applying willingness to pay methodologies, ideally at a SaaS or enterprise software company
• Strong analytical background with experience using analytics, BI, and CRM solutions (e.g. Tableau, Salesforce, G sheets, Excel).
• Excellent written and verbal communication skills, ability to synthesize and articulate insights, and align diverse stakeholders on pricing recommendations
• Ability to quickly grasp new product concepts across a variety of technologies, consistently apply critical and structured thinking to new areas
• Action-oriented to solve problems and get a lot done in short timeframes
• Demonstrated leadership experience driving complex, cross-functional initiatives
• Exceptional communication and collaboration skills across all levels of an organization

#Ll-GM*

We have an exciting opportunity for a People Business Partner (PBP) Generalist who will provide support to our Business Operations and CIC PBP organization. As a member of the People Business Partner Team, the Generalist will get an opportunity to perform a variety of People activities, including Talent Management, Engagement, Employee Development, Recognition, Compensation and Compliance.

ESSENTIAL DUTIES/ RESPONSIBILITIES (Your Responsibilities):

• Works closely with People Business Partners to implement programs, policies and initiatives with employees.
• Produces regular and ad-hoc reports to ensure People business metrics are quantified and outcome driven.
• Manage employee off-boarding process including Workday workflow, communication with employee, exit-survey/exit interviews and separation agreements.
• Partners with People Operations and acts as local advisor to employees on People questions, such as employee data, compensation and benefits issues.
• Consults with front-line management to influence and facilitate the development of their organizational priorities and related change initiatives.
• Maintains and communicates global and local policies and procedures.
• Conducts research and analyzes data on assigned projects.
• Maintains records for reporting requirements.
• Supports employee recognition programs and processes.
• Develops and supports location programs and initiatives, including supporting Okta’s Culture and Values.
• Ensure compliance with company policies and procedures.
• Comfortably works with other team members in remote locations.

KNOWLEDGE/REQUIREMENTS (Our Ideal Candidate):

• Demonstrated ability to work effectively in a team environment.
• Ability to cope with pressure maintaining a high standard of deliverables.
• Excellent organization and follow-through skills.
• Ability to analyze data and propose methods for continuous improvement.
• Ability to work in a confidential environment.
• Ability to work in a fast moving and changing environment.
• Ability to effectively communicate in various mediums to a wide variety of audiences.
• Strong ability to multi-task and respond effectively to changing priorities and demands

EDUCATION/EXPERIENCE REQUIREMENTS (Your Qualifications):

• Bachelor’s Degree preferred and minimum 3+ years of relevant experience.
• Experience supporting teams of 1000+ employees.
• Intermediate proficiency with Excel and other reporting tools.
• Experience supporting remote workers.
• Knowledge of employment legislation.
• Experience with Workday is preferred.
• Experience in a growing, global software environment is preferred.
• Experience with Google Suite is a plus. 
• Can flex to PST hours as needed for occasional meeting requests.

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Access Management Team

The Okta Access Management Team is responsible for building the foundation of authentication and authorization to the resources that Okta protects. Our mission is to let our customers safely and securely use Okta-protected resources. We are building Okta cloud services and client software that allows the user to safely and seamlessly log in to devices and use Okta authenticators to securely access their entitled applications. There are multiple opportunities open for Windows engineering within Access Management.

About You

We seek a passionate, experienced software development engineer to join our Windows team. The ideal candidate should have solid experience in Windows software development and be enthusiastic about writing Windows client software. The role gives the candidate a great opportunity to learn about interesting problems in the security and identity space.

Join our team! We’re building innovative identity and security products from the ground up.

Job Duties and Responsibilities:

• Interface with QA, Product Management, Technical Support, Documentation, and UX.
• Analyze/Refine Requirements with Product Management and Engineering for prototyping Windows client components.
• Create and review technical designs and proposals.
• Implement software components and unit/functional tests.
• Review software design and peers' code.

Minimum Requirements:

• Experience working in an Agile software development team leveraging continuous integration and deployment practices.
• Hands-on experience in writing C++ or C# code in the .Net framework.
• Experience with debugging tools on Windows platforms such as windbg.

Nice to have:

• Experience with Windows interprocess communication (COM, Pipes, RPC, Windows Sockets, Credential Manager, Windows Login Service) and potentially kernel debugging.
• Experience with Windows UI frameworks such as WPF, XAML.
• Understanding of Identity and Access Management protocols and architecture (FIDO, U2F, WebAuth, SSO, SAML, Kerberos, OAuth, Federation, etc.).

Education and Training: 

• Bachelor’s degree in Computer Science or equivalent experience.
• 4-6 years of software development experience with at least two years of experience designing and building enterprise software on Windows. 

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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