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 Individuality, 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.
This critical leadership role is responsible for developing and executing a global pre-sales strategy to drive significant revenue growth and expand Ping Identity's market penetration and reach. Ping Identity is the platform provider for Trusted Identity to the largest and most complex organizations globally. This role is key to Ping’s continued position as the preferred provider for G5000 companies, emphasizing technical excellence in its Go-To-Market (GTM) strategy. The position reports to the Chief Revenue Officer and can be remote within the United States.
Key Responsibilities
Strategic Planning & Execution:
- Develop and execute a global pre-sales strategy, aligning with business objectives and managing over 120 pre-sales resources to achieve >$1B ARR.
- Define coverage and drive planning for pre-sales engineering across GTM segments, territories, and product specializations (considering hybrid deployment)
- Accountable for continued evolution of pre-sales organizational design (Demo Factory, Solution Engineering, Solution Consultants, Enterprise Architects), and prioritizing target markets, verticals, and partner segments.
- Define clear goals and KPIs for pre-sales roles, linking them to new revenue growth and net revenue retention (NRR) outcomes.
GTM Execution
- Lead pre-sales, driving the technical aspects of sales in collaboration with sales, product, and customer success teams to ensure customer understanding of solution value.
- Evolve Solution Engineering (SE) from demo/opportunity-centric approaches to full technical account lifecycle management and outcome realization in top accounts.
- Develop pre-sales strategies, scale customer-specific demonstration capabilities, and ensure team support for deal closure.
- Define an operational framework for SE functions, including cadences, business planning templates, processes, standards, and engagement models.
Revenue Operating Model Development
- Partner with CRO, CCO, and GTM enablement to optimize pre-sales' role in new logo acquisition, expansion, and renewals to enhance forecast accuracy, close rates, and pipeline acceleration.
- Drive technical depth in pre-sales, owning technical sales stages in forecasting, and focusing on solution value and outcomes within sales methodology teams.
- Mature pre-to-post sales handoffs with Customer Success, Partner Success, and Renewals teams.
- Establish quarterly business planning with defined cadences, expectations, and focus on improving win rates and informing forecast/pipeline trends.
Performance & Innovation
- Track and analyze KPIs for pre-sales effectiveness (demo factory, demo delivery, workshops, solution accelerators, win rate, bookings, pipeline, delivery success).
- Develop an internal solution portal with essential tools and resources.
- Innovate by integrating AI for demo and trial efficiency.
- Support technical and solution-oriented demand generation with Sales and Marketing.
Product Influence & Engagement
Influence voice of customer programs, collaborating with product and engineering to pre-sales experiences and data is integrated into product roadmaps for new logo wins and current customer revenue expansion.
Travel & Presence
Expect up to 50% travel for global team/customer engagement (in-person/virtual) and frequent executive sessions at Ping HQ in Denver.
Thought Leadership
Stay current on Identity and Access Management (IAM) industry trends and represent Ping Identity at events, conferences, and webinars. Contribute to thought leadership to reinforce Ping's market leadership.
Ideal Candidate
- Experience: 15+ years of progressive experience in Pre-sales and Sales leadership within the technology industry, ideally focused on cybersecurity or SaaS solutions. Strong understanding of SaaS architecture, enterprise IT, cloud technologies, and preferably on-premise/self-hosted experience. Experience in platform land and expand of critical infrastructure. Must have significant leadership experience in driving "land and expand" strategies for critical infrastructure solutions.
Leadership & Performance: Proven track record of building and managing high-performing GTM and pre-sales teams, exceeding revenue targets, and expanding market reach.
Channel Expertise: Deep understanding of channel sales models, partner program development, and GTM strategies for software companies scaling from $1B-$4B ARR. Experience with various partner types, including global/regional system integrators, resellers, distributors, and technology partners.
Skills: Strong business acumen, financial literacy, analytical, communication, interpersonal, and presentation skills, with the ability to influence stakeholders and customer personas. Expertise in Value Selling principles and developing a value-based GTM approach is essential. Knowledge of key sales methodologies (e.g., Value Selling, Challenger Sales, Consultative Selling, Force Management, Meddicc).
Education: Bachelor’s degree in Business, Computer Science, Engineering, or related field (or equivalent experience); MBA preferred.
Salary Range: $290,000 - $320,000 + Commission
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.
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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