Katy Mann

Enigma
DISC Type : icd

Senior Vice President & General Manager, Public Sector and Strategic Sales at Okta

Washington DC-Baltimore Area, United States

Overview

Katy Mann is a results-driven sales executive with 25 years of experience, currently serving as the Senior Vice President & General Manager of Public Sector and Strategic Sales at Okta. She specializes in go-to-market strategy, cybersecurity, and building high-performing sales organizations. She holds a Bachelor of Science in Aerospace Engineering from Virginia Tech.

Beyond her primary role, Katy is passionate about advancing women in technology and serves as the Executive Sponsor for vets@okta, demonstrating a commitment to supporting veterans within her organization. She also serves on the board of the Alliance for Digital Innovation, advocating for technology adoption in the public sector.

Unique fact: Despite a long and successful career in software and security sales, Katys academic background is in Aerospace Engineering.

Personality Overview

Fast Follower

Challenger

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Public Sector Security
Her entire role at Okta is focused on providing identity and Zero Trust security solutions to government agencies and the public sector.
Identity & Zero Trust
A core theme in her professional focus, she frequently speaks on pioneering the adoption of multi-factor authentication and modern identity services for federal agencies.
Women in Tech
Multiple sources explicitly state that she has a particular passion for supporting and advancing women in the technology industry.

Media Appearances

Last week I sat down with Katy Mann @katyj_m and Okta's @oktainc .... Featured in Instagram

See Now

Work History

2024
Senior Vice President & General Manager, Public Sector and Strategic Sales at Okta
6-2023
Board Member at Alliance for Digital Innovation
2-2023 - 9-2024
Senior Vice President & General Manager, Public Sector at Okta
6-2021 - 2-2023
Vice President, Federal at Okta
5-2020 - 6-2021
Area Vice President, Federal Civilian Agencies at Splunk

Education

Bachelor of Science from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 28 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : Senior Vice President & General Manager, Public Sector and Strategic Sales at Okta
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Insights For Selling To Katy

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Katy is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Katy

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Katy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Katy take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Katy

Personality Compatibility


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