Manager, Sales Engineering – Emerging Markets
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Job Description
Manager of Sales Engineering overseeing sales engineers and driving customer engagement for Ping Identity's IAM solutions.
Responsibilities:
- Lead and manage a team of sales engineers serving the Enterprise segment, 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 Enterprise territory, ensuring alignment with product capabilities and customer requirements.
- Collaborate closely with Account Executives and Enterprise Sales Leaders to shape go-to-market strategies, support territory planning, and drive revenue growth across up-market, down-market, and new-logo pursuits.
- 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.
- 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.
Requirements:
- 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.
- Understanding of selling or supporting security solutions into the up- and down-markets, and new-logo selling.
- 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.
Benefits:
- Generous PTO & Holiday Schedule
- Parental Leave
- Progressive Healthcare Options
- Retirement Programs
- Opportunity for Education Reimbursement
- Commuter Offset (Specific locations)
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