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Director, Renewals

US - Remote

About Ping Identity: 

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. 

The Director, Renewals leads a worldwide team of Renewal Account Managers responsible for a complex portfolio of renewals.  Collaborate with sales to build and present strategic proposals to maximize license expansion, growth and extend renewal terms while reducing account risk. Own the Strategic Enterprise Renewals playbook centered on leveraging the renewal event to increase Net and Gross Retention rates, improve attach rates and enhance customer loyalty. The Director will work cross-functionally with Sales, Customer Success, Legal, Finance and other internal teams to improve business results. 

Responsibilities: 

  • Lead a team of Renewal Account Managers to achieve all core metrics including (but not limited to), Gross Retention Rate, Net Retention Rate, Attach Rate, On-Time Renewals, etc. 
  • Develop and implement account management strategies to drive retention, upsell/cross-sell, and customer satisfaction for a large portfolio of clients.
  • Collaborate with sales and other internal teams to identify, position and drive new business opportunities and growth.  
  • Develop and implement account engagement methodology and present strategic deal proposals to customers. 
  • Negotiate and execute renewal contracts that align to customer and company goals.
  • Drive expansion opportunities at time of renewal.
  • Assess and report an accurate forecast for the renewals portfolio and new business attach.
  • Build and maintain strong relationships with key clients to ensure customer loyalty and growth. 
  • Monitor and analyze account performance data to inform decision-making and strategy adjustment 
  • Lead, motivate and train the Renewal Account Managers
  • Participate in POD calls, QBRs or any other relevant sales account activity together with the territory leaders to ensure alignment with the business strategy.
  • Foster effective and deep strategic working relationships with sales teams, channel, customer success, legal, finance, etc. 

Qualifications: 

  • 7+ years of software management experience in the following fields Renewals, Account Management, Sales & Sales Strategy ideally managing a range of Enterprise Accounts
  • Strong collaborative team member
  • Demonstrated track record of building, leading, and growing high performing teams
  • Proven discovery, presentation, deal structuring, negotiation and closing skills
  • Team player, self-motivated with high emotional IQ (EQ) and excellent presentation
  • Passion for making customers successful
  • Proven track record of achieving personal and team goals
  • 4 year degree in Business. MBA a plus.

USA:$125,300 - $162,925 + Commission 
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.

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. 

Here are just a few of the things that make Ping special:

  • A company culture that empowers you to do your best work.
  • Employee Resource Groups that create a sense of belonging for everyone.
  • Regular company and team bonding events.
  • Competitive benefits and perks.
  • Global volunteering and community initiatives

Our Benefits: 

  • Generous PTO & Holiday Schedule 
  • Parental Leave
  • Progressive Healthcare Options
  • Retirement Programs
  • Opportunity for Education Reimbursement 
  • Commuter Offset (Specific locations) 

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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