{"id":2208445,"url":"https://alion.io/job/okta-gtm-strategy-activation","title":"GTM Strategy & Activation - Pre and Post Sales Readiness","company":{"id":4990,"name":"Okta","domain":"okta.com","url":"https://alion.io/company/okta","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"A","score":86,"open_postings":79,"ghost_share":0,"stale_share":0.57,"repost_share":0,"time_to_fill_p50_days":50,"computed_at":"2026-10-15T05:46:00Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Bellevue, United States","San Francisco, United States","Chicago, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":161000,"max":222500,"currency":"USD","period":"year","gross":null,"usd_annual":222500},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Okta","optional":false},{"name":"Machine Learning","optional":true},{"name":"Model Context Protocol","optional":true}],"status":"live","first_seen_at":"2026-10-09T23:26:20Z","employer_posted_date":"2026-10-14","last_verified_at":"2026-10-15T17:45:02Z","board_verified":true,"closed_at":null,"days_open":5,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":5},"description":"Secure Every Identity, from AI to Human\n 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.\nThis is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.\nRole Summary\nOkta Secures AI is Okta's product line for agent identity-securing what AI agents can access and do across the enterprise.\nThis role owns GTM readiness across the full customer lifecycle, from first conversation through deployment, adoption, and expansion. Pre-sales, you ensure AEs, SEs, and FDEs can position, demo, differentiate, and win. Post-sales, you ensure Professional Services, partners, TAMs, CSMs, and FDEs can deploy, drive adoption, and expand.\nThis is a strategy role, not a traditional enablement role. You own the customer insight, messaging, positioning, competitive intelligence, and readiness strategy. You build from what you hear in customer conversations and see in live deployments, then partner with the teams that own enablement and delivery to scale it.\nAI is moving weekly. The work needs to move just as fast.\nKey Responsibilities\nPre-Sales Readiness\nMessaging and positioning: Build the narrative, value proposition, proof points, and persona-specific stories sellers use in live deals.\nCompetitive readiness: Develop competitive positioning, objection handling, and talk tracks as the market evolves.\nDemo readiness: Equip SEs and FDEs with the stories, scenarios, and technical depth needed to demonstrate Okta Secures AI credibly.\nLaunch and pricing readiness: Ensure the field understands what's new, what's changed, and how to take it to market.\nField signal: Partner directly with sellers and SEs to identify gaps in live deals and turn those insights into reusable solutions.\nPost-Sales Readiness\nDeployment readiness: Work with FDEs and Professional Services to turn real deployment patterns into repeatable use cases, reference architectures, and playbooks.\nPartner readiness: Help SI and implementation partners deliver Okta Secures AI deployments to the same standard as Okta Professional Services.\nAdoption and expansion: Equip TAMs and CSMs with health signals, use-case expansion paths, and messaging for renewal and growth conversations.\nCustomer proof: Turn deployment and adoption outcomes into customer stories, proof points, and references that strengthen both pre- and post-sales.\nFeedback loop: Bring deployment and adoption learnings back into product, roadmap, pricing, packaging, and GTM decisions.\nStrategic Scope & Influence\nYou will own the GTM strategy behind readiness-not the training channels themselves.\nYour scope includes:\nMessaging architecture: Define what each audience needs to know and say while maintaining one consistent Okta Secures AI narrative.\nBuyer and persona insight: Understand how buying and adoption decisions differ across CIO, CISO, CTO, developer, and technical audiences.\nCompetitive strategy: Help the organization win against competitors before the sale and defend the business after it.\nLaunch readiness: Set the readiness bar for new products, releases, and pricing changes across the customer lifecycle.\nCustomer evidence: Turn customer conversations, deployments, and outcomes into insights and proof the organization can use.\nOutcome ownership: Measure the impact on win rate, time to deployment, adoption, and expansion.\nNote: You do not build a parallel enablement organization. Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services own their channels and programs. You own the strategy, content, and customer signal that feeds those programs.\nHow You'll Work\nStay close to customers: Join discovery calls, deal reviews, deployments, and post-sales conversations every week.\nWork directly with FDEs: See where customers get stuck and turn those patterns into better positioning, playbooks, and deployment guidance.\nWork across the field: Partner with sellers, SEs, consultants, TAMs, and CSMs to identify the highest-impact gaps.\nScale through existing teams: Get your strategy and content into Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services programs.\nInfluence the business: Bring customer signal into product, roadmap, pricing, packaging, and GTM decisions.\nBuild champions: Deliver key sessions yourself while developing field and partner leaders who can scale the message.\nMeasure impact: Track whether the work improves readiness, win rates, deployment speed, adoption, and expansion.\nQualifications & Requirements\nExperience: 5+ years in product marketing, GTM strategy, sales engineering, solutions architecture, or professional services for a technical B2B product. Security or identity experience is a plus.\nDomain expertise: Strong expertise in messaging, positioning, personas, and competitive strategy, grounded in customer experience.\nField experience: Experience driving readiness across both pre-sales and post-sales technical audiences.\nTechnical acumen: Enough technical depth to learn quickly and explain complex concepts clearly-from the agent identity story to MCP, Cross App Access, and enterprise AI deployment.\nCustomer centricity: Experience working directly with customers and deployment teams and turning real-world problems into scalable solutions.\nCross-functional influence: A track record of influencing teams you don't own and getting your work adopted across an organization.\nCommunication: Strong presentation and facilitation skills, with the ability to adapt to sellers, engineers, consultants, executives, and customers.\nPrioritization: Strong judgment and prioritization-you know what to build, what to reuse, and when to push back.\nAgility: Comfort operating in an early, rapidly changing market where products, pricing, competitors, and customer needs evolve quickly.\n Travel requirements: Willingness to travel for customer engagements, field events, QBRs, and partner sessions.\nP26053\nBelow is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. \nThe annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:\n$161,000—$222,500 USD\nThe Okta Experience\nSupporting Your Well-Being \nDriving Social Impact \nDeveloping Talent and Fostering Connection + Community\nWe 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.\nOkta 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.\nIf reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.\nNotice 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.","description_format":"text","description_chars":8504,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Parental leave","Vision insurance"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Identity Management","E-learning"],"lifecycle":[{"event":"open","at":"2026-10-10T00:43:12Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 128 · green card filings: 30","filings_12m":128,"filings_prev_12m":130,"green_card_filings_12m":30,"median_offered_wage_usd":170348,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":63,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":1,"age_days":5,"expected_fill_days":50,"reasons":["conf:3","stale_co","velocity","win:early","comp:brand"],"computed_at":"2026-10-15T05:46:00Z"},"pay":{"stated_usd_annual":222500,"is_top_pay":true},"html_url":"https://alion.io/job/okta-gtm-strategy-activation","json_url":"https://alion.io/job/okta-gtm-strategy-activation.json","meta":{"generated_at":"2026-10-15T19:46:17Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":30025,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-16T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4990},"rest":"https://alion.io/mcp/rest/get_company?id=4990"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fokta-gtm-strategy-activation"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fokta-gtm-strategy-activation"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fokta-gtm-strategy-activation"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/okta-gtm-strategy-activation\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fokta-gtm-strategy-activation"}]}