解决方案工程师
Solutions Engineer
**为从AI到人类的每个身份提供安全保护** 身份是释放AI潜力的关键。Okta通过构建可信赖、中立的基础设施，帮助组织安全地拥抱这个新时代。这项工作需要不断解决具有现实意义的复杂挑战。我们寻找那些以速度和紧迫感运作，并以卓越执行力完成任务的建设者和负责人。
这是一个定义职业生涯的机会。我们全心投入这一使命。如果你也如此，请与我们联系。
## **解决方案工程师，Okta（企业）**
**为从人类到AI代理的每个身份提供安全保护**
#### **职位简介**
在Okta，我们认为身份是安全和数字化转型的基础。作为高级解决方案工程师，你将成为我们最大、最复杂的企业的值得信赖的技术顾问，也是销售团队的关键驱动力。
我们正在寻找一位高度战略性的售前专业人士，其咨询能力、情商和企业销售经验是他们的核心优势。虽然需要技术敏捷性，但你的主要职责将是主导技术销售流程，将技术特性与积极的业务成果相结合。
你将与企业客户经理紧密合作，挖掘最重要的业务挑战——特别是降低风险、降低成本和提高运营效率。通过建立基于价值的对话，你将证明Okta独立、中立且端到端的身份平台如何改变他们的架构并确保大规模交易中的“技术胜利”。
#### **你将负责以下工作**
- **掌握发现流程：** 运用出色的主动倾听技巧深入挖掘客户痛点。你将挖掘项目背后的“为什么”，专注于Okta丰富的预建集成和可扩展架构如何解决他们最复杂、多样化的环境问题。
- **应对复杂组织：** 将高度技术性的概念转化为清晰、有说服力的业务价值。你将经常与矩阵式企业中的关键利益相关者合作并进行演示，包括CISO、IT安全负责人、身份工程师、企业架构师、PAM管理员和应用负责人。
- **差异化并赢得竞争：** 自信地阐述Okta的独特性和比较优势，塑造技术买家的决策标准。你将突出我们高可用性架构的优势，以及如何满足客户的实际需求。
查看英文原文
**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.
## **Solutions Engineer, Okta (Enterprise)**
**Secure Every Identity, from Human to AI Agent**
#### **About the Role**
At Okta, we believe that identity is the foundation of security and digital transformation. As a Senior Solutions Engineer, you will be the trusted technical advisor to our largest, most complex enterprise customers and a critical driver of our sales organization.
We are looking for a highly strategic Pre-Sales professional whose consultative expertise, emotional intelligence, and enterprise sales acumen are their defining strengths. While technical agility is required, your primary focus will be owning the technical sales cycle by anchoring technical features to positive business outcomes.
You will partner closely with Enterprise Account Executives to uncover top-of-mind business challenges—specifically around mitigating risk, reducing costs, and driving operational efficiency. By establishing value-based conversations, you will prove how Okta’s independent, neutral, and end-to-end identity platform can transform their architecture and secure the "Tech Win" on large-scale deals.
#### **What You'll Be Doing**
- **Master the Discovery Process:** Leverage exceptional active listening to dig deep into customer pain points. You will uncover the 'why' behind the initiative, focusing on how Okta's vast pre-built integrations and scalable architecture can solve their most complex, diverse environmental challenges.
- **Navigate Complex Organizations:** Translate highly technical concepts into clear, compelling business value. You will regularly collaborate with and present to key stakeholders across matrixed enterprises, including CISOs, IT Security leaders, Identity Engineers, Enterprise Architects, PAM Admins, and Application Owners.
- **Differentiate and Win:** Confidently articulate Okta’s unique and comparative differentiators to shape the technical buyer’s decision criteria. You will highlight our highly available architecture, robust regulatory compliance, and comprehensive platform coverage to prove Okta is the premier partner for world-class security.
- **Pioneer AI Visibility & Control:** Position Okta at the forefront of the AI era. You will guide enterprise customers on how to discover unmanaged AI agents, evaluate their risk, and establish a single, centralized control plane for all human and non-human identities.
- **Drive Value-Based Outcomes:** Lead the technical evaluation phases of complex B2B SaaS sales cycles. You will proactively overcome objections and drive enterprise deals to technical closure by continuously tying Okta's capabilities back to the customer's core business drivers of breach protection and operational resilience.
- **Be a Trusted Advisor:** Build strong, consultative relationships with strategic customers, establishing yourself as a subject matter expert in Identity Security, modern identity standards (SAML, OIDC, SSF), and Zero Trust Architecture.
#### **What You'll Bring**
- **Enterprise Pre-Sales Excellence:** Recent, proven experience in a customer-facing Pre-Sales role (Sales Engineer, Solutions Consultant, Pre-Sales Engineer), with a strong track record of quota attainment and securing technical wins explicitly with large, complex enterprise accounts.
- **Consultative & Interpersonal Acumen:** Top-tier executive communication, presentation, and storytelling abilities. You have experience running value-based sales motions, know how to read a room, build rapport quickly, and influence decision-makers by focusing on revenue, cost, and risk.
- **Technical Agility:** A strong technical foundation coupled with a demonstrated ability to learn new enterprise technologies and architectures rapidly.
- **Identity & Cybersecurity Expertise:** Broad understanding of the complete Identity Security landscape. You recognize that identity is much more than just SSO and MFA, bringing knowledge of Identity Governance, Privileged Access Management, Threat Protection, modern authentication protocols, and Zero Trust Architecture.
#### **Bonus Skills (Highly Desired)**
- **Advanced Identity Governance & Automation:** Direct, hands-on experience positioning and selling Identity Governance and Administration (IGA), Privileged Access Management (PAM) solutions, and identity security automation workflows to large enterprises.
- **AI Security & Architecture:** Experience with or a strong understanding of artificial intelligence tools, AI agents, LLM integrations, and the emerging security implications of non-human identity within the enterprise.
#LI-Remote
#LI-CM
P8296_3360242
Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) 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](https://rewards.okta.com/us).
The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$160,000—$220,000 USD
**The Okta Experience**
- [Supporting Your Well-Being](http://rewards.okta.com)
- [Driving Social Impact](https://www.okta.com/company/okta-for-good/)
- [Developing Talent and Fostering Connection + Community](https://www.okta.com/company/talent-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](https://docs.google.com/forms/d/1EfiEYZrIyhA2X4Fijk0R3RKYOzNoS3wtvyM4nhbZnXE/edit) 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](https://talent.okta.com/new-york-city-aedt-notice.html) to view our full NYC AEDT Notice.