Sales Director - East
The Role:
Reporting to the VP, East & Strategic Accounts is a strategic Director role as we accelerate our growth at this crucial stage in our company’s development. Full responsibility for territory across the North East US and eastern Canada. The Director, Sales will be tasked with influencing and developing an energized, competitive and high impact sales team that is characterized by its ability to create differentiated value for our customer base.
We’re looking for a seasoned leader from within the SaaS enterprise marketplace, with proven software solution selling combined with success in a fast growth business. This leader will be a model to drive the team in building extraordinary customer relationships and experiences, leveraging a strong teamwork approach, and cross matrix collaboration across all Ping functions. This role will demonstrate a depth of understanding when working alongside a partner community and posess a well-established customer and partner network in healthcare across the eastern US.
In order to acquire, develop and retain customer relationships and create a winning Ping business, this leader will be able to create and maintain a high-performance culture, that is grounded in data, transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, people-oriented, open, passionate, and authentic.
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
Required Skills & Qualifications:
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
Base Hiring Range: $180,000 - $210,000 + Commissions
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.