Manager, Sales Engineering East

Ping Identity-posted 2 days ago
Full-time • Manager
1,001-5,000 employees
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The Manager of Sales Engineering plays a critical role in driving technical excellence and supporting the sales process at Ping. This role is responsible for leading and managing a team of sales engineers, ensuring effective technical pre-sales support, and driving successful customer engagements to achieve sales targets.

  • Lead and manage a team of sales engineers, providing guidance, mentorship, and support to ensure the achievement of sales objectives and key performance indicators (KPIs).
  • Own the technical strategy for IAM solution delivery across the East territory, ensuring alignment with product capabilities and customer requirements.
  • Collaborate with Sales Leadership to define and execute the sales engineering strategy, aligning it with overall business goals and revenue targets across industries.
  • Willing to spend time in the field with sales teams and customers to deeply understand needs, model best-in-class pre-sales execution through discovery and positioning value, and drive stronger outcomes across the IAM sales cycle.
  • Build and maintain a high-performing sales engineering team, attracting top talent, developing skills, and fostering a culture of excellence and collaboration.
  • Provide technical expertise and guidance to the sales team throughout the sales cycle, including product demonstrations, solution design, and technical presentations.
  • Collaborate closely with Sales, Marketing, and Product teams to develop compelling value propositions, customized solutions, and competitive differentiation.
  • Develop and maintain strong relationships with key customers, understanding their technical requirements, and effectively positioning Ping's solutions.
  • Ensure effective handoff of customer requirements and technical details to the implementation and customer success teams.
  • Stay updated on industry trends, market dynamics, and competitive landscape to provide insights and recommendations for sales strategies and positioning.
  • Provide technical input and support for sales forecasting, opportunity qualification, and deal closure, ensuring accuracy and alignment with sales targets.
  • Collaborate with Product Management to provide customer feedback, identify product enhancements, and contribute to the product roadmap.
  • Develop and deliver technical training programs for the sales team to enhance their product knowledge, solution expertise, and sales effectiveness.
  • Foster strong cross-functional relationships with stakeholders, including Sales, Marketing, Product, and Customer Success teams, to drive alignment and collaboration.
  • Provide regular reports and updates to senior management on sales engineering performance, pipeline health, and key sales engineering metrics.
  • Stay up to date on Ping products, industry solutions, and emerging technologies to effectively communicate value propositions to customers.
  • Ensure compliance with company policies, ethical standards, and legal requirements in all sales engineering activities.
  • Bachelor's degree in Computer Science, Engineering, or a related field.
  • Minimum of 8 years of experience in sales engineering, pre-sales, or related technical roles, preferably in the software or technology industry, with 2+ years in a leadership position.
  • Willing to spend time in the field with sales teams and customers to deeply understand needs, model best-in-class pre-sales execution through discovery and value positioning, and drive stronger outcomes across the IAM sales cycle.
  • Proven track record of success in sales engineering, with experience in leading and managing a sales engineering team.
  • Strong technical acumen and understanding of enterprise software, identity and access management (IAM), or cybersecurity solutions.
  • Excellent presentation, communication, and interpersonal skills, with the ability to effectively engage with customers and internal stakeholders.
  • Strong leadership and people management skills, with the ability to motivate and inspire a sales engineering team to achieve outstanding results.
  • Solid understanding of sales processes, methodologies, and best practices, with the ability to align technical solutions to customer business needs.
  • Ability to work collaboratively in a fast-paced, dynamic environment and manage multiple priorities effectively.
  • Proficiency in presenting technical concepts to both technical and non-technical audiences.
  • Strong problem-solving and analytical skills, with the ability to assess complex customer requirements and provide tailored solutions.
  • Demonstrated self-motivation and strong work ethic, with a proactive, solutions-oriented approach to challenges.
  • Thrives in ambiguity and consistently identifies, diagnoses, and resolves issues before they escalate.
  • Extensive experience in the identity and access management (IAM).
  • Familiarity with cloud-based solutions and subscription-based business models.
  • Experience with SaaS platforms and integration technologies.
  • Industry certifications related to sales engineering or technical domains.
  • Generous PTO & Holiday Schedule
  • Parental Leave
  • Progressive Healthcare Options
  • Retirement Programs
  • Opportunity for Education Reimbursement
  • Commuter Offset (Specific locations)
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