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Enterprise Account Executive - Install Base

USA - Remote - CA

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. 

Account Manager, Mid-Market (Ping Identity)

Ping Identity is seeking a highly motivated and professionally persistent Account Manager (AM), Mid-Market to manage a portfolio of our small to mid-market customer base. This role is crucial for driving revenue growth within the existing install base by focusing on key expansion plays, modernization initiatives, and increasing the overall value Ping Identity provides to our customers.

This role requires a proactive approach, an ability to quickly prioritize accounts with the highest growth potential, and a deep understanding of Identity and Access Management (IAM) solutions. The successful candidate will be responsible for a portfolio of approximately 100 customers with an expectation to drive ARR growth through targeted expansion activities. 

Primary Outcomes and Key Performance Indicators (KPIs)

The primary objective is to drive ARR expansion within the assigned portfolio by focusing on four key strategic initiatives:

  1. Platform Modernization (V1 to V2 Migration): Drive the migration of customers from legacy Ping components to the current Ping Identity platform architecture.
  2. Universal Services Upsell: Expand product usage by positioning and selling Ping Universal Services (e.g., Davinci, PingOne MFA, Protect, Verify, etc.) on top of existing customer deployments.
  3. Software to SaaS: Accelerate the transition of customers from on-premises software deployments to Ping's modern SaaS (Software as a Service) offerings.
  4. Use Case Expansion: Identify and close opportunities to expand the customer's use of Ping Identity from their current domain (e.g., Workforce IAM to Customer IAM (CIAM) or B2B Identity use cases.)

KPIs will include: ARR growth %, achievement of quarterly and annual sales quota, number of V1 to V2 migrations driven, and accuracy of sales forecast.

Key Responsibilities

Strategic Account Management & Pipeline Generation

  • Portfolio Prioritization: Quickly and effectively assess the entire portfolio of 100 accounts to identify and focus on the top 25-30 customers with the highest potential for expansion and new ARR growth.
  • Creative Engagement: Design and execute creative, multi-channel outreach strategies to professionally engage customers and secure discovery meetings, overcoming the challenge of engaging with a high volume of small-to-mid-market accounts.
  • Opportunity Qualification: Conduct in-depth discovery to understand customer business challenges, current IAM maturity, and technical roadmap to align expansion opportunities with strategic business value.
  • Accurate Forecasting & Quoting: Take ownership of the entire sales cycle for expansion opportunities, including building quotes and maintaining a highly accurate sales forecast in the CRM.

Collaboration and Execution

  • Sales Engineering Partnership: Engage and partner with Sales Engineering resources to conduct technical demonstrations, build compelling solution architectures, and effectively position Ping Identity's products and services.
  • Renewal Coordination: Work closely with the Ping Renewal Team to understand the renewal status and timing, using renewal conversations as a springboard for expansion discussions and overall account health checks.
  • Partner and Professional Services: Coordinate with external Partners and internal Ping Professional Services teams to scope and facilitate successful implementation of new solutions, ensuring a smooth customer experience.
  • Risk Mitigation: Proactively monitor account health and engagement levels to identify and mitigate any potential churn risk, escalating customer satisfaction issues as needed to protect the existing ARR.

Required Qualifications

  • Experience: Minimum of 2+ years of experience in an Account Management, Inside Sales, or Business Development role within the technology industry, preferably B2B SaaS or enterprise software.
  • IAM Knowledge: Foundational understanding of Identity and Access Management (IAM), including concepts like Single Sign-On (SSO), Multi-Factor Authentication (MFA), Access Security, and different deployment models (On-Premises vs. SaaS).
  • Sales Acumen: Proven track record of exceeding a new business sales quota, experience managing a high volume of accounts, and a demonstrated ability to effectively prioritize and focus effort for maximum impact.
  • Skill Set: Must be professionally persistent, highly motivated, creative in problem-solving, and possess excellent written and verbal communication skills.
  • Technical Familiarity: Comfortable discussing technical concepts related to software infrastructure, cloud migration, and security solutions.

Base Hiring Range: $80,000 - $100,000

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.

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