Deal Operations Manager

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. 

Deal Operations Manager

 

Role Purpose Statement: 

Working cross functionally under the Senior Director, Global Deal Management, you will provide support beginning at customer proposal stage throughout the entire Quote to Cash process, from deal shaping/pricing through order booking in Salesforce.com.

 

Main Responsibilities:

Provide Deal Operations support for your region per the below: 

• Reply to, manage, and facilitate exception approval requests, including pricing, business terms, & deal structures in a timely and efficient manner through to resolution.
• Provide input, guidance and approvals on deal structures, working closely with sales in evaluating complex deals and ensuring adherence to revenue recognition policies while maximizing ARR.

Assist sales reps with quoting and customization of order forms.

• Advise on commercial terms and conditions on Order Forms with internal teams to drive approvals from internal, cross-functional stakeholders for non-standard Ts and Cs.
• Partner with the finance/revenue recognition team in non-standard Order Forms to limit financial risk and exposure to the business.

Validate sales orders and contracts comply with company policies and manage the contracting/booking process within Salesforce.com.

• Provide new sales reps training on sales systems, tools, and processes.

Participate in team projects upon request.

• Participate in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate.
• Participate in UAT Testing and issue identification.
• Review and approve all booking packages prior to approving for finance review/Netsuite sync to ensure SFDC, the Order Form and the PO are all acceptable.

 

Required Skills & Qualifications:

• Proficient in enterprise software subscription based licensing / software-as-a-service licensing models, forecasting and revenue recognition policies.
• Strong value-add expertise in helping sales to structure and guidance to maximize deal revenue and balance profitability; as well as foresight in mitigating delays in sales cycles, through strong internal stakeholder collaboration.
• Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked.
• Must have SFDC Experience.
• Able to work extended hours during quarter-end cycles.
• Able to balance being detail-oriented as well as seeing the big picture. 
• Highly responsive, and thrive in a fast-paced environment.
• A “do whatever it takes” attitude to enact change within the organization, being a leader and a trusted business advisor.
• Strong interpersonal and relationship skills; ability to work cross-functionally.
• Ability to work under pressure, multi-task and prioritize with a positive, can-do attitude.
• You must be a business facilitator!

USA:$100,000-$120,000
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.