Partner Sales Engineer

Our customers are some of the biggest companies, organizations, and even countries in the world. On any given day, it’s likely that a Ping Identity solution helped keep your data safe, gave you access to online services, and supported trusted relationships between you, companies and the devices you were using.

The Space:

The identity and access management market is projected to grow at 14.5% CAGR through to 2028. Now more than ever, identity is at the forefront of privacy and security with new developments happening at an incredible pace. Privacy regulation and legislation will continue growing and evolving in 2024, as will the digital identity landscape. At the same time, evolving technologies and standards like Passkeys, digital drivers licenses and decentralised identity will shake things up even further.

This is a fast moving, interesting space with room for growth, and potential to make a real impact.

The Role:

As a Partner Sales Engineer at Ping Identity, you will bring a passion for identity and a customer-first mindset. You will work side-by-side with a highly effective partner team on engaging and interactive customer oriented meetings, demonstrations, and proofs of concept that articulate the business and technical value customers will receive from a Ping Identity solution. You will be an active member of a team that empowers personal, team, and partner success.  This role will be a key contributor to our overall sales and business development strategy as we look to continue maturing our partner network that will ensure sustained growth across South East Asia, Australia, New Zealand, Japan and India in the years to come.

As a Partner Sales Engineer you will have the opportunity to not only enable partners, but also to work alongside them and support them in active engagements with prospects and customers. In this capacity you will build and exercise deep technical and consultative skills while leveraging your soft skills to maintain engagements and keep them moving forward. Collaboration is at the heart of this role; you will need to exercise consultative skills to rapidly understand an identity problem, prototype a full stack solution and implement this as a reusable asset that can be leveraged to accelerate partner-led engagements.

Your expertise with Identity and Access Management (IAM) technologies coupled with your insight into System Integrator’s unique needs, all matched with Ping Identity’s visionary capabilities, will enable you to present uniquely innovative and effective solutions that will enhance the customer’s success with Ping Identity.

Responsibilities:

Foster close relationships with delivery partners to support the technical sales relationship and build a mutual beneficial plan of success for delivering Ping Identity solutions.

Support partner teams to understand and deliver enablement to drive and business goals

Share knowledge and collaborate closely with the Field SE team, and occasionally contribute to broader opportunities and initiatives

Become familiar with elements that include marketing events, solution and sales training, joint solution development and joint account sales activities that will drive the alliance relationship

Support partner technical learning events across supported sales regions which might include delivering solution presentation, whiteboarding, and demonstrations

Work with the partner team to identify gaps in partner enablement, then create and execute on plans to close those gaps

Provide pre-sales technical guidance to partners, i.e., product demonstrations, proof of concept for proposed solutions, and/or technical workshops

Work with partner teams to enable them to achieve customer wins. Emphasis during key sales cycle phases of: Qualification, Discovery, and Technical Proof Phase

Able to travel up to 30% of the time (typically less)

Skills & Qualifications:

4+ years in customer facing professional services or presales positions

Strong base of system integrator industry knowledge

Ability to develop and nurture relationships with System Integrators and Ping Identity Partner teams to better understand demonstration needs and solution requirements

Ability to rapidly innovate through development of mobile and web applications, APIs and platform configuration to build the demonstration assets that really resonate with both business and technical audiences. The focus is to enable system integrator teams to sell Ping Identity successfully

Strong written and verbal communication skills to empower System Integrator and Channel partner communities

Ability to work with a high level of self-direction and/or collaboratively with other teams within Ping Identity

Ability to relate proposed solution technical capabilities back to customer needs in a narrative style

Competency with scripting languages (JavaScript, Groovy, etc.), RESTful Web Services and web development frameworks such as Node.JS and Vue.js.

Some experience but most importantly willingness to learn mobile and hybrid frameworks to deliver demonstrations on a variety of platforms

Developing and delivering technical presentations, workshops, customized demonstrations, and proof of concepts

Experience working with IAM solutions in or with enterprise organizations

Experience with installation and configuration of one or more IAM technologies from: Ping Identity, Ping, CA, Oracle, IBM, Novell/NetIQ/Microfocus, or similar.

Working knowledge of IAM related protocols and formats such as: OAuth2, OIDC, SAML, SCIM, LDAP, JSON, XML, SQL, etc.

General networking concepts and technologies such as: TCP/IP, HTTP/S, routing, load balancers, proxies, etc.

Cloud Platforms - AWS, GCP, or Azure

Ideal Candidate Skills (one or more):

Firsthand familiarity with capabilities of one or more IAM technologies from Ping Identity, Ping, Okta, Auth0, SailPoint, CA, Oracle or similar

Understanding of one or more standards and protocols relating to IAM: OAuth2, OIDC, UMA, SAML, SCIM, LDAP, JSON

Expertise with one or more typical cloud services providers such as AWS, GCP, Azure

Consultancy experience working with external stakeholders such as business partners, customers

Experience working closely with a sales organization

Understanding of IAM concepts such as Authentication / Authorization / Federation / Single Sign-On / User Lifecycle Management / Provisioning / Governance / Workflow

We provide:

A great team of smart, fun and genuinely nice individuals

Awesome company culture focused around providing a flexible and collaborative work environment

Competitive benefits and perks

The opportunity to give back via our annual HelPING Hands Day

We’re Mac-friendly!

Generous employee referral bonus program

Amazing offices across the globe – Denver (HQ), San Francisco, Austin; Vancouver, WA; Munich, Germany; London & Bristol, UK; Grenoble & Paris, FR; Oslo, NO; Singapore, Australia & counting!

Ping Identity celebrates diversity and is committed to creating an inclusive environment. We welcome the unique contributions of all our team members.