Sales Director - East

Ping Identity•Atlanta, GA

1d•$180,000 - $210,000•Hybrid

About The Position

Ping Identity is a company that believes in making digital experiences both secure and seamless for all users, without compromise, which they call digital freedom. Their intelligent, cloud identity platform allows users to shop, work, bank, and interact securely and without friction. The company values respecting individuality and celebrating differences, empowering employees to bring their authentic selves to work. Headquartered in Denver, Colorado, Ping Identity serves demanding enterprises worldwide, including over half of the Fortune 100, and is transforming cybersecurity, digital experiences, and identity and access management. The Sales Director - East role is a strategic position reporting to the VP, East & Strategic Accounts, responsible for the North East US and eastern Canada territory. The role focuses on influencing and developing a high-impact sales team characterized by its ability to create differentiated value for customers. The ideal candidate is a seasoned leader from the SaaS enterprise marketplace with proven software solution selling experience in a fast-growth business. This leader will foster extraordinary customer relationships and experiences, promote teamwork and cross-functional collaboration, and demonstrate a deep understanding of working with a partner community. A well-established customer and partner network in healthcare across the eastern US is also desired. The role requires creating and maintaining a high-performance culture grounded in data, transparency, accountability, and agility, with a customer-focused, people-oriented, open, passionate, and authentic mindset.

Requirements

Expertise in Enterprise Software, SaaS, Managed Services and strategic account management
Travel is required, including internationally to Canada
Transitioned a team through on-prem to SaaS solutions
Results-oriented with multiple years meeting or exceeding quota
Adept working in a fast-growing global organization
Good interpersonal skills to align and foster positive working relationships across the organization

Nice To Haves

Possess a well-established customer and partner network in healthcare across the eastern US.

Responsibilities

Creates, implements, measures and reviews a strategic or operational plan that drives achievement of business goals aligned to overall Ping strategy
Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls, etc.
Advises and coaches the sales team around how to position and articulate Ping Identity’s value proposition at Enterprise customers, thus increasing the average deal size
Identifies and pursues opportunities to expand business activities within areas of responsibility
Leverages GSIs & other partners to help source, develop and progress business
Plans and controls the expense associated with the area of responsibility even if not responsible for overall cost center
Establishes working relationships with external parties which supports the achievement of business goals
Is conversant with Ping Identity’s systems and procedures and ensures effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com)
Communicates Ping Identity’s vision and aligns team and personal goals to achieve business results
Provides direction and guidance, mentoring and development of the field team
Lives teamwork and promotes cross-functional collaboration
Recruits, builds and develops the team to deliver business results; Identifies, develops and promotes high potential employees
Recommends and/or approves people-related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives, etc.
Drives performance review and development planning process with annual and quarterly review meetings
Has established multi-vertical C level contacts in large Enterprise customers
Has an established partner/SI network and is used to working with partners on projects
Builds relationships with customers (internal or external) as necessary providing customer escalation management as necessary for problem resolution
Provides support for customer relationship management as necessary and drives initiatives which result in improvement in customer satisfaction
Drives initiatives which result in improvement in customer satisfaction