Strategic Alliance Manager - SAP (all genders)

Okta

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. ARE YOU READY TO REDEFINE THE FUTURE OF DIGITAL IDENTITY IN THE AI ERA? Okta’s Germany Strategic Account Executive Sales Team is hiring! Our Strategic Account Executives (SAE) are the visionary leaders who orchestrate and drive sales engagements for our most critical and prestigious Germany based customers. In an era where Artificial Intelligence is transforming how enterprises operate, identity has become the new security perimeter. As an SAE, you won't just be selling software—you will act as a trusted, long-term advisor helping the C-suite safely navigate the AI revolution. You will build first-class Account Plans that map directly to your customers' overarching business strategies, digital transformation initiatives, and AI adoption plans. By championing value-based selling, you will translate complex technical capabilities into undeniable business outcomes, showing how secure identity is the ultimate enabler of modern enterprise innovation and ROI. You will collaboratively plan and orchestrate the execution of aligned account strategies, ensuring robust opportunity generation, deep relationship alignment, and flawless account governance. Expect to lead from the front: presenting Okta’s transformational proposals, negotiating high-stakes terms, and bringing down complex, multi-layered, seven-figure deals that deliver massive win-win scenarios for both the customer and Okta. Beyond managing existing relationships, you will hunt for new business leads that fit our ideal client profile, uncovering uncharted territory in the market. You will align closely with our Global partners to build sustainable strategic engagements, and leverage cutting-edge Account-Based Marketing to ensure Okta's investment continuously aligns with customer growth. We are seeking a passionate, strategic, and hyper-focused professional to drive massive new revenue growth across Fortune 500 accounts. As an individual contributor, you will play a vital, high-visibility role in driving a significant share of revenue for Okta, helping the world's most prominent enterprises transition securely into a smarter, AI-driven future. We provide our reps with an environment where they can make incredibly valuable contributions from day one, while also building endless opportunities for learning and career growth. The work you do here will directly impact the security, trust, and digital experience of the world's largest organizations. AS AN OKTA STRATEGIC ACCOUNT EXECUTIVE, YOU WILL: * Establish a Vision: Create and execute a master plan to guide your long-term, strategic approach to the premier accounts assigned in your Territory. * Master Value Selling: Deeply understand your clients' business goals and tie Okta's solutions directly to their strategic imperatives, continuously selling on business value and ROI rather than just features. * Orchestrate Complex Deals: Navigate and close highly complex, multi-stakeholder, seven-figure deals, bringing together cross-functional teams to deliver transformational outcomes. * Enable Secure AI Transformation: Partner with clients to position identity as the critical foundation for their AI initiatives, ensuring they can safely deploy AI agents, automate workflows, and manage machine-to-machine identities without compromising security. * Expand & Deepen: Land, adopt, expand, and entrench sales opportunities within Fortune 500 accounts across your region. * Navigate the Org Chart: Explore the full spectrum of relationships and business possibilities across the client’s entire organizational structure, from technical buyers to the CIO, CISO, and Board of Directors. * Be a Thought Leader: Become the definitive authority on Okta’s platform, the vertical in which you are aligned, and the evolving security requirements of the modern, AI-first enterprise. * Leverage the Ecosystem: Holistically embrace, access, and utilize our channel and alliance partners to identify and crack open new, uncharted opportunities. * Collaborate to Win: Work as a unified team for the most efficient deployment of resources, providing timely and insightful input back to other corporate functions. * Champion the Platform: Represent Okta to prospective clients at executive sales presentations, site visits, and high-impact product demonstrations. * Build Partnerships: Cultivate highly effective working partnerships with your Okta colleagues globally (channel partners, sales engineering, business value management, customer first, etc.) with both humility and relentless enthusiasm. YOU COULD BE A GREAT FIT FOR THIS ROLE IF YOU HAVE: * Proven Experience: A highly consistent track record in strategic field sales, specifically developing new logos and selling enterprise cloud software to Fortune 500 companies. * Complex Deal Expertise: A proven track record of successfully navigating, negotiating, and closing highly complex, six-to-seven-figure software cloud deals with prospects and customers in the defined territory. * Value-Selling Mastery: Deep experience with target account selling, solution selling, and consultative sales techniques that focus on business value. (Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a massive plus!) * Forward-Looking Tech IQ: A solid understanding of how modern technologies, automation, and AI are reshaping enterprise security, data access, and cloud architectures. * Ecosystem Leverage: Previous success utilizing partners, channels, and alliances to sell more effectively and obliterate your quota. * Domain Knowledge: Experience selling complex cloud solutions in areas like enterprise Cloud/SaaS software, identity/security, infrastructure management, application development, or modern data platforms. * Market Creation Skills: A measurable track record in new business development and over-achieving sales targets, especially in high-growth, fast-changing environments or during market creation phases. * Executive Presence: Deep experience engaging with the “C” suite, possessing strong executive presence, immense polish, and world-class listening skills. German language skills are mandatory.  Apply now to continue the conversation and speak with one of our recruiters about doing the best work of your career. Okta is an Equal Opportunity Employer. #LI-LW1 #LI-Hybrid P-1293_3485297 Below is the annual On Target Compensation (OTE) range for candidates located in Germany. 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 comprehensive financial benefits including paid time off 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/deu. The OTE range for this position for candidates located in Germany is between: €196.000—€270.000 EUR 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.

Databricks

SLSQ427149 Databricks operates at the leading edge of the unified data, analytics and AI space. Our customers turn to us to lead the accelerated innovation their businesses need to gain first‑mover advantage in today’s ultra‑competitive landscape. As we continue our rapid expansion across Central Europe, we are looking for a creative, execution‑oriented Strategic Account Executive to join the team in Germany and maximise the phenomenal market opportunity that exists for Databricks within the insurance vertical. Reporting to our Senior Director of Enterprise Sales, you will focus on building relationships and closing new business opportunities within one of Germany’s largest Reinsurers, based in Munich. You will be part of an account team supporting this highly strategic client. Leveraging your consultative sales experience in the Insurance/FSI vertical, you will help shape the data and AI strategy, identify and progress high-value opportunities, and deliver tangible business outcomes. The impact you will have: * You will take ownership of your flagship account, define a clear strategy, and relentlessly drive it to exceed revenue and consumption goals. * You will turn that strategy into action, executing with urgency and discipline to consistently overachieve your targets. * You will build boardroom‑level relationships, becoming the trusted advisor on all things data and AI for senior stakeholders up to and including C‑level. * You will uncover and shape new business, expanding use cases and driving deeper platform consumption across your account. * You will orchestrate the full Databricks ecosystem, mobilising internal teams to maximise impact and customer value. * You will demonstrate compelling value in every engagement, leading confident, insight‑led negotiations that take opportunities all the way to close. What we look for * A proven record of exceeding revenue targets in complex enterprise sales environments. * Recognised insurance domain expertise, applied to expanding strategic Insurance/FSI accounts in Germany through deep understanding of regulatory, risk, and compliance dynamics. * Proven success selling data, analytics, big data, AI, or other highly technical cloud software solutions through complex, multi-stakeholder, multi-year enterprise sales cycles * The ability to identify high-impact data and AI use cases and engage key buying centres to expand Databricks’ footprint and strategic relevance within an organisation. * Strong understanding of consumption-based, land-and-expand models, with the ability to drive sustained growth within a single strategic account. * Demonstrated ability to create and shape demand, translating customer priorities into measurable business value. * Disciplined use of sales methodologies such as MEDDPICC, account planning, Value Selling, or Command of the Message, combined with strong pipeline management and accurate forecasting. * A track record of building executive-level champions and cross-functional account teams to execute against a defined account and territory strategy. * Experience developing and executing partner strategies that extend reach, accelerate deal velocity, and support complex enterprise opportunities. * Willing and able to travel to customer sites, company and industry events - regionally and internationally * Fluent in German and English, with the credibility to engage, challenge, and influence senior stakeholders up to C-level.     About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ227R638 while this role is posted in specific locations, suitable candidates can be based anywhere in Germany. Databricks operates at the leading edge of the Unified Data Analytics and AI space. Our customers turn to us to drive the accelerated innovation they need to gain first-mover advantage in an ultra-competitive landscape. As we continue our rapid expansion across Central Europe, we are looking for a strategic and consultative Strategic Account Executive to join the team in Germany and maximise the significant market opportunity that exists for Databricks within the industrial and manufacturing sector. Reporting to our Senior Director of Enterprise Sales, you will focus on managing and growing one of our most high-profile accounts. You will spearhead our partnership with one of Germany’s most iconic brands—a world leader in industrial automation and digitalisation. As a primary driver of "Industrie 4.0," this organisation is a cornerstone of the German economy, transforming how the world manufactures, moves, and heals. Dual-headquartered in Munich and Berlin, this powerhouse employs nearly 300,000 people across a vast multi-divisional ecosystem. You will navigate a complex landscape that spans Healthcare, Energy infrastructure, Mobility, and Smart Buildings, driving digital transformation for a national treasure that remains a global benchmark for engineering excellence. The impact you'll have: * You will be part of the large account team for this flagship account, driving sustained growth across consumption, expansion, and new business. * You will consistently exceed growth targets by translating account strategy into clear, measurable commercial outcomes and disciplined execution. * You will operate as a trusted C-suite advisor, influencing executive decisions and shaping enterprise-wide Data & AI transformation initiatives. * You will identify, prioritise, and scale high-value AI use cases to deliver measurable business outcomes. * You will drive partner-led growth, working closely with system integrators and strategic partners to increase deal momentum and customer impact. * You will lead complex, multi-stakeholder negotiations, closing transformational agreements that strengthen the strategic partnership. What we look for: * Proven success selling advanced data, analytics, Big Data, AI, or complex cloud technology, closing complex, multi-stakeholder, multi-year enterprise agreements. * A proven record of exceeding ambitious revenue goals in large, global enterprise accounts within the Industrial/Manufacturing vertical in Germany. * Deep understanding of consumption-based growth models and how to scale strategic accounts from initial wins. * Proficiency in structured sales methodologies (e.g., MEDDPICC, Value Selling). * A history of building champion networks and leading cross-functional account teams around a clear strategy. * Candidates with a consulting background who combine a strong sales profile with deep Industrial vertical expertise are encouraged to apply. * Readiness to travel regularly within Germany and internationally to stay closely aligned with the customer. * Fluency in German and English, with the gravitas to influence senior leaders up to C-level. #LI-HS4 About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.