About this Strategic Account Executive role at Ping Identity
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.
Reporting to the ANZ Sales Director, this role is a field-based position with ownership of an assigned New Zealand territory. The role is focused on growing a substantial existing customer base and winning a focussed set of key prospect accounts in the New Zealand market.
You will be supported by an Auckland based Sales Engineer, Customer Success Management, Sales Development, and Marketing. You will work across existing customers and target prospects to drive strategic growth initiatives, deepen executive engagement, and deliver strong business outcomes. Face-to-face engagement with customers, prospects and partners is a key component of the role.
You will:
- Create, implement, measure and review a territory plan that drives achievement of performance goals aligned to the regional sales strategy.
- Grow existing customer relationships and identify expansion opportunities aligned to strategic business initiatives, working alongside the Customer Success Manager.
- Prospect into a specific group of ICP prospective customers and build engagement by conveying clear business outcomes to executive, business and technical stakeholders.
- Collaborate closely with your Sales Engineer to shape account strategy, align technical and business value, and deliver compelling customer and prospect engagements throughout the sales cycle.
- Navigate complex, multi-stakeholder sales cycles and negotiate and close strategic contracts.
- Travel primarily between Auckland and Wellington to visit customers and progress opportunities.
- Prepare indicative subscription pricing and customer offers, including broader opportunities such as training, professional services and RFP responses.
- Report on sales activity and forecasts to management.
- Work collaboratively with internal specialists and partners, including system integrators and advisory firms, as a core part of our go-to-market model.
- Provide customer feedback to marketing, customer success, product management and engineering teams, and contribute to the planning and execution of regional marketing events.
You have:
- Significant quota-carrying experience selling enterprise software or SaaS solutions.
- A strong record of meeting or exceeding quota in complex, multi-stakeholder sales cycles.
- Experience growing substantial existing business while also landing new logo opportunities in a defined target market.
- Experience prospecting into large enterprise customers and conveying business outcomes to drive engagement across the business.
- Strong executive selling and negotiation skills, with the ability to engage senior business and technical decision-makers.
- Strong proficiency with sales and collaboration tools.
- Experience working with partners as a core part of the go-to-market motion, including system integrators and advisory firms.
- Experience selling into large enterprise environments, with relevant industry exposure such as Financial Services, Telco, Government and Airlines.
- Identity experience is not required, but is a benefit.
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.
