Director, Sales

1 week ago

Boston, United States Ping Identity Full time

About Ping Identity:

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Diversity, reminds us to celebrate differences so you are empowered to bring your authentic self to work.

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.

The Role:

Reporting to the VP, East & Strategic Accounts is a strategic Director role as we accelerate our growth at this crucial stage in our company’s development. Full responsibility for territory across the North East US and eastern Canada. The Director, Sales will be tasked with influencing and developing an energized, competitive and high impact sales team that is characterized by its ability to create differentiated value for our customer base.

We’re looking for a seasoned leader from within the SaaS enterprise marketplace, with proven software solution selling combined with success in a fast growth business. This leader will be a model to drive the team in building extraordinary customer relationships and experiences, leveraging a strong teamwork approach, and cross matrix collaboration across all Ping functions. This role will demonstrate a depth of understanding when working alongside a partner community and possess a well-established customer and partner network in healthcare across the eastern US.

In order to acquire, develop and retain customer relationships and create a winning Ping business, this leader will be able to create and maintain a high-performance culture, that is grounded in data, transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, people-oriented, open, passionate, and authentic.

Responsibilities:

  • Creates, implements, measures and reviews a strategic or operational plan that drives achievement of business goals aligned to overall Ping strategy.
  • Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls, etc.
  • Advises and coaches the sales team around how to position and articulate Ping Identity’s value proposition at Enterprise customers, thus increasing the average deal size.
  • Identifies and pursues opportunities to expand business activities within areas of responsibility.
  • Leverages GSIs & other partners to help source, develop and progress business.
  • Plans and controls the expense associated with the area of responsibility even if not responsible for overall cost center.
  • Establishes working relationships with external parties which supports the achievement of business goals.
  • Is conversant with Ping Identity’s systems and procedures and ensures effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com).
  • Communicates Ping Identity’s vision and aligns team and personal goals to achieve business results.
  • Provides direction and guidance, mentoring and development of the field team.
  • Lives teamwork and promotes cross-functional collaboration.
  • Recruits, builds and develops the team to deliver business results; Identifies, develops and promotes high potential employees.
  • Recommends and/or approves people-related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives, etc.
  • Drives performance review and development planning process with annual and quarterly review meetings.
  • Has established multi-vertical C level contacts in large Enterprise customers.
  • Has an established partner/SI network and is used to working with partners on projects.
  • Builds relationships with customers (internal or external) as necessary providing customer escalation management as necessary for problem resolution.
  • Provides support for customer relationship management as necessary and drives initiatives which result in improvement in customer satisfaction.
  • Drives initiatives which result in improvement in customer satisfaction.

Required Skills & Qualifications:

  • Expertise in Enterprise Software, SaaS, Managed Services and strategic account management.
  • Travel is required, including internationally to Canada.
  • Transitioned a team through on-prem to SaaS solutions.
  • Results-oriented with multiple years meeting or exceeding quota.
  • Adept working in a fast-growing global organization.
  • Good interpersonal skills to align and foster positive working relationships across the organization.

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.

Here are just a few of the things that make Ping special:

  • A company culture that empowers you to do your best work.
  • Employee Resource Groups that create a sense of belonging for everyone.
  • Regular company and team bonding events.
  • Competitive benefits and perks.
  • Global volunteering and community initiatives.

Our Benefits:

  • Generous PTO & Holiday Schedule.
  • Parental Leave.
  • Progressive Healthcare Options.
  • Retirement Programs.
  • Opportunity for Education Reimbursement.
  • Commuter Offset (Specific locations).

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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