Enterprise Regional Sales Manager - Indonesia

The Okta Vision

Okta’s vision is to enable anyone to safely use any technology through a secure, highly available, enterprise-grade identity platform. Our technology secures billions of workforce logins each year.

At Okta, we empower our sales teams through world-class onboarding, ongoing development, and a culture of support and collaboration.

The Opportunity: Enterprise Regional Sales Manager – Indonesia

We are looking for an experienced, high-performing, and commercially driven Enterprise Regional Sales Manager to accelerate Okta's growth across strategic and enterprise accounts in Indonesia.

In this role, you will own a portfolio of Indonesia's largest organisations, focusing on winning net-new enterprise customers and expanding relationships within our existing customer base. You'll develop and execute a territory strategy that drives revenue growth, strengthens Okta's market presence, and builds long-term customer partnerships.

As AI adoption accelerates, identity security is becoming increasingly critical. Organisations must now secure employees, customers, and non-human identities, including service accounts, automation tools, and AI agents. Okta's unified Identity Security Fabric enables organisations to manage and secure identities across their entire lifecycle.

You'll work closely with C-suite executives, technology leaders, and key stakeholders to position Okta as a strategic partner in their cybersecurity, digital transformation, and AI initiatives.

This is an opportunity to shape Okta's enterprise business in Indonesia while helping leading organisations address increasingly complex identity security challenges.

What You'll Be Doing

• Own and grow the Indonesia enterprise territory: Develop and execute a strategic territory plan covering large enterprise and strategic accounts, balancing new customer acquisition with existing account expansion.

• Drive net-new business: Identify, prospect, and win new enterprise customers through strategic account planning, executive engagement, and consistent pipeline generation.

• Expand existing customer relationships: Identify cross-selling, upselling, and platform adoption opportunities to maximise customer value and revenue growth.

• Build executive relationships: Engage C-suite executives, CIOs, CISOs, and senior decision-makers, establishing Okta as a trusted strategic partner.

• Lead complex enterprise sales cycles: Navigate multi-stakeholder buying processes, develop compelling business cases, and drive opportunities through negotiation and closure.

• Execute strategic account plans: Identify customer priorities, key stakeholders, competitive positioning, and long-term growth opportunities.

• Leverage the partner ecosystem: Collaborate with GSIs, regional partners, resellers, and technology alliances to accelerate opportunities and expand Okta's market reach.

• Orchestrate cross-functional teams: Lead virtual teams across Solution Engineering, Customer Success, Renewals, Services, Partners, and Business Development.

• Deliver consistent sales performance: Build a healthy pipeline, maintain accurate forecasts, and consistently achieve or exceed quarterly and annual revenue targets.

• Establish market leadership: Position yourself as a trusted advisor and thought leader in identity, cybersecurity, and cloud transformation.

• Represent Okta's values: Embody Love Our Customers, Always Secure, Always On, Build and Own It, and Drive What's Next.

• Travel as needed to engage customers, partners, and stakeholders across Indonesia.

What You'll Bring

• 10+ years of enterprise technology sales experience, with a consistent record of exceeding targets in complex sales environments.

• Proven success selling enterprise SaaS, cybersecurity, identity, or cloud solutions to large enterprise and strategic accounts.

• Strong knowledge of the Indonesian enterprise market, including local business dynamics, customer buying processes, and partner ecosystems.

• Demonstrated success in both net-new logo acquisition and existing account expansion, with strong hunting and strategic account management capabilities.

• Experience managing complex, high-value enterprise sales cycles involving senior executives and multiple stakeholders.

• Strong executive presence and the ability to influence C-suite decision-makers, particularly CIOs, CISOs, and technology leaders.

• Proven ability to develop territory strategies, generate pipeline, and deliver predictable revenue growth.

• Experience collaborating with GSIs, channel partners, and technology alliances to create and close opportunities.

• Strong commercial acumen, negotiation skills, and a consultative, customer-focused sales approach.

• Familiarity with sales methodologies such as MEDDPICC and Command of the Message is preferred.

• An entrepreneurial, curious, and adaptable mindset with a passion for cybersecurity and innovation.

• Excellent communication and presentation skills in Bahasa Indonesia and English.

• A bachelor's degree or equivalent relevant professional experience.

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