Senior Vice President of Global Solution Engineering, Ping Identity
$290-320k
+ Commission
More information about location
Identity and access management solutions
Open for applications
Identity and access management solutions
1001+ employees
Open for applications
$290-320k
+ Commission
More information about location
1001+ employees
Company mission
To make digital experiences both secure and seamless for all users, without compromise.
Role
Who you are
- 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
- 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. Knowledge of key sales methodologies (e.g., Challenger Sales, Consultative Selling, Force Management, Meddicc)
- Education: Bachelor’s degree in Business, Computer Science, Engineering, or related field (or equivalent experience); MBA preferred
What the job involves
- 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
- 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
- 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
- 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
- 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
- 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
- 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
Our take
Ping Identity is a platform, delivered through both cloud services and on-premises software, providing a comprehensive Identity and Access Management service. In today’s highly connected digital world, digital identity management services — the process of identifying and authenticating users on networks to access services — has become a key aspect of interacting on the internet.
According to the latest forecasts, the digital identity market is worth approximately $60 billion in 2025, with annual growth rates ranging from 16 to 21%, depending on the source. Consequently, competition is heavy for PingIdentity, with some other strong players in the various branches of identity management, including Okta, LastPass, and Duo Security. The merger between PingIdentity and ForgeRock in 2023 went some way to consolidating a firm rooting in the industry for both companies.
Now combined with Forgerock, PingIdentity has successfully attracted considerable funding and serves hundreds of brands, including Morningstar, Vodafone, and GEICO, as well as the governments of Norway, Canada, and Belgium. Alongside this, both companies were acquired by the leading software investment firm, Thoma Bravo, in 2022 before the merger. This acquisition offered a unique opportunity for PingIdentity to further grow and marked the beginning of an exciting new chapter for the combined company and its customers.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2020
$93.5m
SERIES E
Sep 2017
$88m
SERIES D
Total funding: $233.5m
Company benefits
- AD&D: Benefit to financially help loved ones in case of accidental death or disability
- 100% Company paid Health Care options
- Vacation Allowance
- Health and Wellbeing resources
- Parental Leave and Family Bonding
- Expert Eye Care and the lastest eye wear
- Range of dental coverage
- Retirement programs with several investment options and financial planning services
- Employee Assistance Program
- Free lunches, snacks, and drinks
- Commuter Offset
Leadership
Andre Durand
(Founder & CEO)Is on the board for Jamf, Executive Chairman of Identiverse. Previously the Co-Founder of Digital ID World, LLC and Founder and General Manager of Jabber, Inc.
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