Senior Alliances Solution Engineering APJ

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. The Global Presales team The Global Presales organization at Okta brings together a diverse group of experts, including Solutions Engineers, the Office of the Field CTO, Alliances, Architects, and more, who combine deep technical expertise with strategic business insight. This team serves as trusted advisors to a wide range of customers and partners, helping them unlock the full potential of Okta’s Identity Platform. By asking insightful questions, understanding complex challenges, and delivering tailored solutions, we empower organizations to address their unique identity needs. Empathy, collaboration, and a relentless focus on customer success drive our work and set us apart. Identity Senior Solution Specialist -Endpoint & Identity Security As a Senior Solution Specialist, you will be part of the presales team that delivers sales presentations and product demonstrations to educate customers on the best ways to implement Okta identity and access management solutions. You will report to the Manager in the OFCTO organization.  What you’ll be doing  1. Strategic Customer Engagement: * Support strategic customer conversations aligning with technical and engineering leaders and stakeholders. * Deliver on emerging trends, industry best practices, and identity-driven digital transformation. * Assist in preparing executive-level messaging and participate in strategic discussions to align Okta’s solutions with customer business outcomes. * Develop customer-centric points of view that translate Okta’s solutions to customer problems. * Lead technical discovery sessions with security and infrastructure leaders to uncover challenges related to endpoint security, passwordless adoption, and identity threat vectors. * Deliver compelling, customized demonstrations and architectural sessions focused on Okta Device Access (including Okta FastPass, Desktop MFA) and our Identity Threat Protection capabilities. * Design and execute outcome-focused Proof of Concepts (POCs) that prove Okta’s value in preventing account takeovers and securing access from any device. * Maintain a broad and deep technical understanding of the Okta identity product lines and the underlying technologies and protocols * Craft engaging solution content to position Okta’s value across multiple business units, including software engineering, operations, product management, and business stakeholders Asset Delivery: * Create and maintain reusable and purpose built demonstration system to be leveraged by all of presales * Create and maintain diagrams and documentation to support patterns and strategies * Build templates for proofs of concept and other unique customer engagement demands * Create and maintain A.I. based delivery and enablement functionality 1. Technical Leadership: * Provide strategic and technical guidance to Solutions Engineering teams across both the Okta and Auth0 identity platforms. * Collaborate with the Global Office of Field CTO office team to deliver actionable insights from the field, validate customer needs, and identify recurring trends for the Okta Product & Engineering teams. * Deliver impactful keynote presentations, webinars, and technical sessions at industry and customer events. 2. Field Enablement and Collaboration: * Contribute to frameworks, tools, and content to support Solutions Engineering teams in executing effectively. * Partner with sales leadership to identify and address critical business opportunities and challenges. * Drive cross-functional collaboration to ensure seamless execution of global initiatives. * Innovate in tools and techniques to drive excellence and momentum * Partner with Enablement and Field CTO teams to drive regional events and align product messaging for regional GTM and SE teams. 3. Market Influence: * Represent Okta as a thought leader in the identity and security space. * Influence industry standards and participate in relevant technical advisory boards. 4. Innovation and Strategy: * Partner closely with OFCTO teams as an advocate for customer-driven innovation, market trends, and GTM insights to provide input to influence product teams. * Support, derive, and champion strategic initiatives that enhance Okta’s differentiation and business impact. Position Requirements: Identity & Directory Services Mastery * Deep Infrastructure Knowledge: Expert-level understanding of Active Directory (AD) and Azure AD (Entra ID) or similar, including Group Policy Objects (GPOs), Kerberos, and OIDC/SAML protocols. * Multi-IdP Ecosystems: Proficiency in managing and securing diverse Identity Providers (IdPs) like Okta, Ping Identity, and Google Workspace. * Hybrid Identity: Experience managing the complexities of identity synchronization between on-premises environments and the cloud. Device Identity & Access Management Mastery * Passwordless Expertise: Deep, hands-on knowledge of FIDO2/WebAuthn, Passkeys, and implementing passwordless authentication strategies using solutions like Okta FastPass. * Endpoint & Device Context: Strong understanding of Desktop MFA, device registration, and leveraging device posture signals from MDM/UEM (e.g., Jamf, Intune, Workspace ONE) and EDR (e.g., CrowdStrike) platforms to enforce risk-based access policies. * PKI & Certificate Management: Familiarity with certificate-based authentication and its role in establishing device trust. * Identity Threat Detection & Response (ITDR) * Threat Landscape Knowledge: A thorough understanding of modern identity attack vectors, including phishing, token theft, MFA bypass techniques, and lateral movement. * Behavioral Analysis: Experience with User and Entity Behavior Analytics (UEBA) and the ability to interpret threat signals to detect and respond to suspicious activity. * Security Ecosystem Integration: Proficiency in designing solutions that integrate identity platforms with SIEM (e.g., Splunk, Sentinel) and SOAR tools for automated threat response.   * Strong communication and presentation skills, with experience contributing to technical events. * Travel expectation: up to 40% for customer meetings, industry events, and internal off-sites. And extra credit if you have experience in any of the following!  * Hands-on experience with Okta's Threat Protection suite (e.g., suspicious activity reporting, risk-based authentication). * Experience with other ITDR vendors or device access solutions. * Certified Identity Professional (CIDPRO), CISSP, CCSP, or CISM. * Scripting or automation skills (e.g., Python, PowerShell) for security integrations. #LI-Hybrid #P25004_3414284 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.

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. The Global Presales team The Global Presales organization at Okta brings together a diverse group of experts, including Solutions Engineers, the Office of the Field CTO, Alliances, Architects, and more, who combine deep technical expertise with strategic business insight. This team serves as trusted advisors to a wide range of customers and partners, helping them unlock the full potential of Okta’s Identity Platform. By asking insightful questions, understanding complex challenges, and delivering tailored solutions, we empower organizations to address their unique identity needs. Empathy, collaboration, and a relentless focus on customer success drive our work and set us apart. Identity Senior Solution Specialist - Identity Governance As a Senior Solution Specialist, you will be part of the presales team that delivers sales presentations and product demonstrations to educate customers on the best ways to implement Okta Identity Governance(OIG) solutions. You will report to the Manager in the OFCTO organization.  What you’ll be doing  1. Strategic Customer Engagement: * Support strategic customer conversations aligning with technical and engineering leaders and stakeholders. * Deliver on emerging trends, industry best practices, and identity-driven digital transformation. * Assist in preparing executive-level messaging and participate in strategic discussions to align Okta’s solutions with customer business outcomes. * Develop customer-centric points of view that translate Okta’s solutions to customer problems. * Lead technical discovery sessions with security and infrastructure leaders to uncover challenges related to endpoint security, passwordless adoption, and identity threat vectors. * Deliver compelling, customized demonstrations and architectural sessions focused on Okta Identity Governance  * Design and execute outcome-focused Proof of Concepts (POCs) that prove Okta’s governance solutions integrate across SaaS, on-premises and disconnected applications * Maintain a broad and deep technical understanding of the Okta identity product lines and the underlying technologies and protocols * Craft engaging solution content to position Okta’s value across multiple business units, including software engineering, operations, product management, and business stakeholders Asset Delivery: * Create and maintain reusable and purpose built demonstration system to be leveraged by all of presales * Create and maintain diagrams and documentation to support patterns and strategies * Build templates for proofs of concept and other unique customer engagement demands * Create and maintain A.I. based delivery and enablement functionality 1. Technical Leadership: * Provide strategic and technical guidance to Solutions Engineering teams across the Okta and identity platforms. * Collaborate with the Global Office of Field CTO office team to deliver actionable insights from the field, validate customer needs, and identify recurring trends for the Okta Product & Engineering teams. * Deliver impactful keynote presentations, webinars, and technical sessions at industry and customer events. 2. Field Enablement and Collaboration: * Contribute to frameworks, tools, and content to support Solutions Engineering teams in executing effectively. * Partner with sales leadership to identify and address critical business opportunities and challenges. * Drive cross-functional collaboration to ensure seamless execution of global initiatives. * Innovate in tools and techniques to drive excellence and momentum * Partner with Enablement and Field CTO teams to drive regional events and align product messaging for regional GTM and SE teams. 3. Market Influence: * Represent Okta as a thought leader in the identity and security space. * Influence industry standards and participate in relevant technical advisory boards. 4. Innovation and Strategy: * Partner closely with OFCTO teams as an advocate for customer-driven innovation, market trends, and GTM insights to provide input to influence product teams. * Support, derive, and champion strategic initiatives that enhance Okta’s differentiation and business impact. Position Requirements: Identity & Directory Services Mastery * Deep Infrastructure Knowledge: Expert-level understanding of Active Directory (AD) and Azure AD (Entra ID) or similar, including Group Policy Objects (GPOs), Kerberos, and OIDC/SAML protocols. * Multi-IdP Ecosystems: Proficiency in managing and securing diverse Identity Providers (IdPs) like Okta, Ping Identity, and Google Workspace. * Hybrid Identity: Experience managing the complexities of identity synchronization between on-premises environments and the cloud. Identity Governance & Security Mastery * Governance, Risk and Compliance Expertise: Deep, hands-on experience with deploying/selling governance solutions not limited to Sailpoint, Saviynt, Oracle Governance, Lumos etc * Low-code/no-code automation tools: Hands-on experience of using low-code/no-code tools like Zapier or Workato. * Architecture viability: Ability to translate complex requirements around Joiner-Mover-Leaver flows that account for software rationalization and automation tasks   * Strong communication and presentation skills, with experience contributing to technical events. * Travel expectation: up to 40% for customer meetings, industry events, and internal off-sites. And extra credit if you have experience in any of the following!  * Hands-on experience with Okta's Identity Governance * Experience with other IGA vendors like Sailpoint/Saviynt/Oracle Governance * Certified Identity Professional (CIDPRO), CISSP, CCSP, or CISM. * Scripting or automation skills (e.g., Python, PowerShell) for security integrations. * Vibe coding skills with Claude/Vercel. #P25003_3414281 #LI-Hybrid 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.

Datadog

Datadog is the global leader in observability and security for cloud applications. Our SaaS platform integrates infrastructure monitoring, application performance monitoring, log management, digital experience monitoring, cloud security, and AI-powered observability to help organisations accelerate digital transformation and operate at scale. As organizations across Japan continue to modernize their technology stacks and embrace cloud-native architectures, Datadog is uniquely positioned to help customers achieve greater visibility, reliability, security, and business performance. The Opportunity Following significant investment in Japan by Datadog, we’re now seeking a senior executive to lead the next phase of growth and scale the business rapidly. This executive will be responsible for defining and executing Datadog's strategy in Japan, driving sustainable, predictable revenue growth, strengthening customer and partner relationships, developing high-performing teams, and firmly establishing Datadog as the market leader for Japan. Reporting to senior APJ leadership, the Country Leader will serve as the executive face of Datadog in Japan and will work cross-functionally with Sales, Customer Success, Marketing, Partnerships, Solutions Engineering, Product, and Corporate functions to accelerate market penetration and customer success.  At Datadog, we work hard to maintain an excellent culture of trust, high standards, and great outcomes for customers, partners and employees About the Role Datadog is seeking an experienced and respected country executive to serve as Country Manager, Japan. As the most senior leader in the market, you will be responsible for owning Japan’s overall business health across acquisition, usage, retention, ecosystem, culture, and cross-functional execution.  The Country Manager owns the country plan and operating cadence, ensuring effective direct management of all three sales segments (Enterprise, Mid Market, Commercial); and cross-functional influence across our broader GTM functions including Marketing, Sales Engineering, Customer Success, Sales Development, and Channel & Alliances.  This role is an opportunity to shape Datadog’s next chapter in one of the most important and exciting technology markets in the world, with the investment, infrastructure, and executive commitment to match this ambition.  At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Country Leadership & Strategy * Own the Japan Country Plan: Setting priorities, defining the operating model, and aligning all GTM functions across shared country-level outcomes across customer acquisition, usage, retention, and ecosystem growth * Formalize GTM operating cadence across Sales, Customer Success, Sales Development, Marketing, Sales Engineering, and Channel & Alliances, ensuring cross-functional work has clear ownership, roles & responsibilities, and escalation paths * Direct and lead quarterly country business reviews to present a comprehensive view of Japan business health * Act as primary decision-maker on country plan priorities, which includes local hiring inputs, customer escalations, partner strategy, and business performance reviews Sales Ownership & Revenue Accountability * Direct management of all 3 sales segments in Japan: Enterprise (including Public Sector), Mid Market, and Commercial (SMB)  * Own Japan’s growth revenue accountability across Japan by ensuring consistent attainment across quarterly and annual targets * Champion platform adoption and customer growth, partnering closely with the post-sales organization to turn Datadog's Japan customers into long-term strategic accounts * Guide segment leaders through complex, multi-stakeholder sales cycles: Provide executive-level engagement and sponsorship on the most strategic accounts and key partners where needed * Support Sales segment leaders in managing pipeline quality, forecast accuracy, and deal inspection, ensuring detailed and rigorous operating standards across all segments Talent, Culture, and People Leadership * Own the Japan hiring plan working with sales segment and cross-functional leadership, as well as People Business Partners to recruit, develop, and retain world-class talent across all functions * Build and maintain a high-performing, tenured sales team across all segments by ensuring the right people are hired, ramped, and performing at the level the market opportunity demands * Champion employee engagement and satisfaction across the Japan organization, creating a high-trust, high-performing culture that reflects Datadog’s values in a locally relevant way * Invest deeply in leadership development, succession planning, and career progression for Japan leaders across Sales and GTM functions * Foster a culture of collaboration, accountability, and customer obsession by serving as the cultural and values role-model for the entire Japan organization, building tenure and career pathing for existing employees Executive Engagement and Market Presence * Serve as the senior executive face of Datadog Japan by representing the company at public forums, conferences, press engagements, and in high-level customer and government relationships * Build and deepen relationships with strategic customer C-suite and Board and acting as an executive sponsor for our most important accounts * Develop and grow Datadog’s partner and ecosystem relationships in Japan including alliances, channel partners, ISVs, and system integrators * Engage with the public sector and government bodies where relevant, building Datadog’s credibility and market position in regulated and public sector verticals * Lead brand and market presence in Japan working alongside marketing to ensure Datadog’s narrative lands effective in the Japanese market Cross-Functional Orchestration * Provide oversight and leadership across broader Japan GTM functions and ensuring consistent alignment on country priorities and creating clear escalation paths for issues * Partner closely with global and APJ functional leaders to ensure Japan-specific needs are represented in global planning and resourcing decisions * Identify and resolve structural or operational blockers that prevent the Japan team from executing effectively, with appropriate escalations to global leadership where needed * Own the people agenda for Japan in close partnership with People Business Partners, Recruiting, and People Operations across talent acquisition, retention, culture, and employee relations, and compliance Who You Are: * A senior Enterprise Technology leader who has successfully sold solutions at the C-level and experience leading first and second line leaders  * Proven general manager or country-level executive with a track record of owning full business outcomes  * Deeply respected in the Japanese technology market, with an established executive network across enterprise customers, partners, and ecosystem stakeholders * Experienced in leading distributed, cross-functional teams with the ability to influence without direct authority, particularly across post-sales, marketing, and technical functions * A strong people leader who has built and retained high-performing teams; known for developing talent, maintaining high employee engagement, and being a trusted cultural anchor * Commercially sharp with a command of SaaS revenue metrics and the ability to hold segment leaders accountable to rigorous forecasting and operating standards * Executive presence and communication skills to credibly represent Datadog at the highest levels, both within Japan and to Datadog's global leadership team * Comfortable bridging Japanese business culture and Datadog's global GTM strategy: able to translate global direction into locally relevant execution, and to advocate effectively for Japan's needs globally * Fluent in Japanese; professional fluency in English required for engagement with Datadog's global leadership Datadog values people from all walks of life. We know not everyone will meet all the above qualifications on day one. That’s okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply.  Benefits & Growth: * Product training to develop an in-depth understanding of our product and space * Continuous career development and pathing opportunities for internal mobility  * Intra-departmental mentor and buddy program for in-house networking  * An inclusive company culture, ability to join our Community Guilds * New hire stock equity (RSUs) and employee stock purchase plan (ESPP) * Free global mental health benefit through Spring Health  * Generous global benefits  Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. #LI-Hybrid ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.