Senior Principal Value Advisor

Ping Identity•Austin, TX

13d

About The Position

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. Are you a strategic leader who thrives in a high-growth, dynamic environment? Do you excel at translating complex technical solutions into tangible business value for C-level executives? This could be for you! Ping Identity is at the forefront of the rapidly evolving Identity and Access Management (IAM) space, addressing new threats, regulatory changes, and the shift to cloud and AI. We are looking for a Business Value Senior Principal to join our integrated Revenue Acceleration team. This isn't just an advisory role - it is a critical component of our holistic growth strategy, directly tied to cultivating strategic partnerships, accelerating deal cycles, and driving larger deal values. You will be a trusted advisor to key clients and the sales organization. You will leverage your expertise to demonstrate the business impact of Ping Identity's solutions, where value-driven insights will influence our product roadmap and strategic direction. This is your opportunity to become a deep domain expert and make a scalable impact that equips our entire revenue organization.

Requirements

Exceptional Business & Financial Acumen: You can deeply grasp a customer's business model, financial statements, and key performance indicators. You can effectively connect a customer's strategic objectives with how a cybersecurity solution solves their challenges.
Consultative Communication & Executive Presence: The ability to engage, challenge, and effectively influence C-level executives is paramount. This requires active listening, asking insightful questions, and translating complex technical capabilities into clear business value.
Strategic & Analytical Thinking: You can analyze complex data sets, identify key value drivers, and create a logical, data-backed narrative that resonates with executive decision-makers.
Strong Cross-Functional Collaboration & Empathy: You act as a vital bridge between sales, product, marketing, and the customer. You must collaborate effectively internally to gather information and externally to validate assumptions, requiring strong empathy to understand diverse perspectives and build consensus.
Domain Expertise in Cybersecurity: While not a technical architect, you have a solid understanding of cybersecurity and identity fundamentals, industry trends, and the regulatory landscape. This credibility enables you to speak effectively with security leaders and strategically position our solutions within a broader security strategy.
Relevant Experience: Over 10 years of experience in value consulting, IT leadership, finance, or sales/pre-sales. You are adept at enterprise financial modeling and are comfortable with up to 30% travel within the AMER region.

Responsibilities

Demonstrate Strategic Value: Conduct in-depth value discovery with clients to deeply understand their business models and strategic objectives. Build and present compelling, data-backed business cases and ROI models to client champions and executives.
Shape Executive Narratives: Lead the development of board- and C-level ready narratives, including strategic recommendations, value realization stories, and investment roadmaps that position Ping as a long-term growth partner.
Scale Methodologies: Leverage AI-first thinking - identify and implement initiatives to improve our business value deliverables, contributing to methodologies and tools that scale business value quantification beyond just high-touch engagements. Beyond individual engagements, you will take the insights and materials from your work and create reusable assets that equip the entire revenue organization to embed value in all that they do.
Partner for Revenue Acceleration: You will partner closely with sales leadership, revenue enablement, and product teams to embed value-based messaging throughout the sales motion and customer journey.
Drive Value Realization & Expansion: On the biggest of accounts, partner with Customer Success and Account teams to define realized value post-sale, quantify outcomes, and translate those results into expansion, renewal, and cross-sell motions.
Influence Product & GTM Strategy: Systematically codify customer value drivers and win/loss insights into clear feedback for Product, Marketing, and Pricing to refine our roadmap, packaging, and positioning around measurable outcomes.