United Kingdom onlyAbout 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.
The Director, EMEA Field Execution is a senior, consultative Sales strategy and execution role reporting to the VP of Revenue Acceleration. This role drives Field Sales Strategy Execution by developing Sales Performance Standards and fueling Sales Planning Motions, supporting Sales leaders to accelerate revenue growth, optimize POD collaboration and resource leverage to achieve portfolio selling outcomes. We are looking for a proven, strategic thinker and doer to align with our Enterprise and Strategic Sales teams to enable productivity and performance in the field.
You will partner with Sales Leadership to amplify best practices and enable Sales excellence in everyday selling motion. Leveraging Sales Planning Motions (territory, account, opportunity and joint pursuit/partner planning) as vehicles for transformation, you will activate Sales strategy and delivery into big-bet, focused and named accounts as an integral part of Sales with the support of the extended internal and external ecosystem. Your charter is to develop capacity for customer-focused, value-driven outcomes (vs. point product selling) in large, complex accounts. Your success aligns with business priorities to acquire new logos, maximize share of spend with existing customers, and effectively leverage partner relationships for scale. Your efforts drive Sales contribution, productivity and performance outcomes and help to steer GTM Enablement priorities.
Recent, relevant Sales experience with a proficient, thoughtful approach to fueling Sales excellence is foundational to this role. You are a change agent delivering in-field coaching and support services across Enterprise and Strategic Sales teams with a collaborative, customer-centric and partner-first mindset. Develop consistency of execution, operational excellence to expand strategic value selling acumen at all levels of the GTM. Partner with cross-functional leaders to optimize field engagement and to accommodate internal and external changes.
Expectations:
- Fuel GTM priorities - support engagement with and positioning to Global 5000 accounts to acquire new logos, maximize share of spend, leverage partner relationships to scale growth, drive long term customer success and value realization
- Create Gold Standards for Strategic Sales Planning Motions - develop, enable, implement and support field planning motions to accelerate value-driven, partner-first engagement, aligning with overall company objectives
- Sales Motions and Sales Plays - optimize utilization of resources throughout the sales cycle, combining foundational elements with art-of-the-possible vision
- Partner to align effort with Business Value and Enablement teams for successful, collaborative outcomes
- Project Management - Lead and manage Sales Acceleration projects from inception to completion, ensuring timelines, budgets, and deliverables are met
- Cross-Functional Collaboration - Collaborate with internal teams such as Sales, Channel, Enablement, Business Value, Operations, Product, and Marketing to create resources and support systems that empower field execution at scale
- Performance Analysis - Analyze Sales data and Partner metrics to identify trends, opportunities, and areas for improvement
- Development - Design and deliver programs, in partnership with Enablement teams, to enhance Sales skills, product knowledge, and go-to-market strategies
- Coaching - provide support and feedback in regular selling motion to amplify best practices and elevate consistency of execution
- Operating - support consistency of execution in partnership with Sales leaders to activate Sales standards, role-based expectations and transparent accountability framework into consistent operating rhythms
- Relationship Management - Foster strong relationships with key stakeholders and partners, serving as the primary point of contact for Sales acceleration initiatives
- Feedback Loop - Establish mechanisms for gathering feedback to continuously refine and enhance Sales acceleration strategies
Qualifications:
- Professional Sales experience with demonstrated proficiency in coaching for Sales performance with customer-centric, partner-first, value-driven approaches
- Depth of understanding and practical techniques to coach and enable high performing enterprise, B2B selling outcomes
- Practiced at assessing pipeline quality and determining steps to increase opportunity capacity, appropriately align resources and engage stakeholders for success
- Adept at mapping and navigating complex accounts and sales cycles
- Experience enabling deep customer discovery, uncovering and aligning stakeholders and finding pathways to connect disparate perspectives toward consensus
- Proven ability to collaboratively create business cases that support land-and-expand, long term customer success
- Relevant business and financial acumen, cybersecurity industry and market experience
- Demonstrated Sales coaching, leadership development and Sales enablement skills
- Strategic mindset with strong problem solving, analytical and critical thinking skills
- Skilled at activating data-driven initiatives to enable Sales teams to sell broadly into accounts with programmatic structure, optimal use of Sales plays programs
- Practiced at facilitating insightful, motivating and collaborative Sales strategy sessions including territory strategy, account planning, opportunity level reviews, joint pursuit planning with partners, executive briefings, pre-call plans, etc.
- Executive presence and consultative approach; Skilled at building credibility and rapport with Sales teams and leaders
- Highly motivated, energetic, inclusive self-starter who demonstrates leadership, adaptability, flexibility and integrity
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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