GTM Strategy & Activation - Pre and Post Sales Readiness

Okta Secures AI is Okta's product line for agent identity—securing what AI agents can access and do across the enterprise.

This 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.

This 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.

AI is moving weekly. The work needs to move just as fast.

• Messaging and positioning: Build the narrative, value proposition, proof points, and persona-specific stories sellers use in live deals.
• Competitive readiness: Develop competitive positioning, objection handling, and talk tracks as the market evolves.
• Demo readiness: Equip SEs and FDEs with the stories, scenarios, and technical depth needed to demonstrate Okta Secures AI credibly.
• Launch and pricing readiness: Ensure the field understands what's new, what's changed, and how to take it to market.
• Field signal: Partner directly with sellers and SEs to identify gaps in live deals and turn those insights into reusable solutions.

• Deployment readiness: Work with FDEs and Professional Services to turn real deployment patterns into repeatable use cases, reference architectures, and playbooks.
• Partner readiness: Help SI and implementation partners deliver Okta Secures AI deployments to the same standard as Okta Professional Services.
• Adoption and expansion: Equip TAMs and CSMs with health signals, use-case expansion paths, and messaging for renewal and growth conversations.
• Customer proof: Turn deployment and adoption outcomes into customer stories, proof points, and references that strengthen both pre- and post-sales.
• Feedback loop: Bring deployment and adoption learnings back into product, roadmap, pricing, packaging, and GTM decisions.

You will own the GTM strategy behind readiness—not the training channels themselves.

Your scope includes:

• Messaging architecture: Define what each audience needs to know and say while maintaining one consistent Okta Secures AI narrative.
• Buyer and persona insight: Understand how buying and adoption decisions differ across CIO, CISO, CTO, developer, and technical audiences.
• Competitive strategy: Help the organization win against competitors before the sale and defend the business after it.
• Launch readiness: Set the readiness bar for new products, releases, and pricing changes across the customer lifecycle.
• Customer evidence: Turn customer conversations, deployments, and outcomes into insights and proof the organization can use.
• Outcome ownership: Measure the impact on win rate, time to deployment, adoption, and expansion.

Note: 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.

• Stay close to customers: Join discovery calls, deal reviews, deployments, and post-sales conversations every week.
• Work directly with FDEs: See where customers get stuck and turn those patterns into better positioning, playbooks, and deployment guidance.
• Work across the field: Partner with sellers, SEs, consultants, TAMs, and CSMs to identify the highest-impact gaps.
• Scale through existing teams: Get your strategy and content into Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services programs.
• Influence the business: Bring customer signal into product, roadmap, pricing, packaging, and GTM decisions.
• Build champions: Deliver key sessions yourself while developing field and partner leaders who can scale the message.
• Measure impact: Track whether the work improves readiness, win rates, deployment speed, adoption, and expansion.

• Experience: 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.
• Domain expertise: Strong expertise in messaging, positioning, personas, and competitive strategy, grounded in customer experience.
• Field experience: Experience driving readiness across both pre-sales and post-sales technical audiences.
• Technical 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.
• Customer centricity: Experience working directly with customers and deployment teams and turning real-world problems into scalable solutions.
• Cross-functional influence: A track record of influencing teams you don't own and getting your work adopted across an organization.
• Communication: Strong presentation and facilitation skills, with the ability to adapt to sellers, engineers, consultants, executives, and customers.
• Prioritization: Strong judgment and prioritization—you know what to build, what to reuse, and when to push back.
• Agility: Comfort operating in an early, rapidly changing market where products, pricing, competitors, and customer needs evolve quickly.
• Travel requirements: Willingness to travel for customer engagements, field events, QBRs, and partner sessions.

P26053