Manager, Sales Engineering SLED

Role Purpose Statement:

The Manager of Sales Engineering plays a critical role in driving technical excellence and supporting the sales process at Ping. This role is responsible for leading and managing a team of sales engineers, ensuring effective technical pre-sales support, and driving successful customer engagements to achieve sales targets.

Main Responsibilities:

• Lead and manage a team of sales engineers serving the Enterprise segment, providing guidance, mentorship, and support to ensure the achievement of sales objectives and key performance indicators (KPIs).
• Own the technical strategy for IAM solution delivery across the Enterprise territory, ensuring alignment with product capabilities and customer requirements.
• Collaborate closely with Account Executives and Enterprise Sales Leaders to shape go-to-market strategies, support territory planning, and drive revenue growth across up-market, down-market, and new-logo pursuits.

Willing to spend time in the field with sales teams and customers to deeply understand needs, model best-in-class pre-sales execution through discovery and value positioning, and drive stronger outcomes across the IAM sales cycle.

• Build and maintain a high-performing sales engineering team, attracting top talent, developing skills, and fostering a culture of excellence and collaboration.
• Provide technical expertise and guidance to the sales team throughout the sales cycle, including product demonstrations, solution design, and technical presentations.
• Collaborate closely with Sales, Marketing, and Product teams to develop compelling value propositions, customized solutions, and competitive differentiation.
• Develop and maintain strong relationships with key customers, understanding their technical requirements, and effectively positioning Ping's solutions.
• Ensure effective handoff of customer requirements and technical details to the implementation and customer success teams.
• Stay updated on industry trends, market dynamics, and competitive landscape to provide insights and recommendations for sales strategies and positioning.
• Provide technical input and support for sales forecasting, opportunity qualification, and deal closure, ensuring accuracy and alignment with sales targets.
• Collaborate with Product Management to provide customer feedback, identify product enhancements, and contribute to the product roadmap.
• Develop and deliver technical training programs for the sales team to enhance their product knowledge, solution expertise, and sales effectiveness.
• Foster strong cross-functional relationships with stakeholders, including Sales, Marketing, Product, and Customer Success teams, to drive alignment and collaboration.
• Provide regular reports and updates to senior management on sales engineering performance, pipeline health, and key sales engineering metrics.
• Stay up to date on Ping products, industry solutions, and emerging technologies to effectively communicate value propositions to customers.
• Ensure compliance with company policies, ethical standards, and legal requirements in all sales engineering activities.

Required Skills & Qualifications

• Bachelor's degree in Computer Science, Engineering, or a related field.
• Minimum of 8 years of experience in sales engineering, pre-sales, or related technical roles, preferably in the software or technology industry, with 2+ years in a leadership position.
• Understanding of selling or supporting security solutions into theup- and down-markets, and new-logo selling.
• Proven track record of success in sales engineering, with experience in leading and managing a sales engineering team.
• Strong technical acumen and understanding of enterprise software, identity and access management (IAM), or cybersecurity solutions.
• Excellent presentation, communication, and interpersonal skills, with the ability to effectively engage with customers and internal stakeholders.
• Strong leadership and people management skills, with the ability to motivate and inspire a sales engineering team to achieve outstanding results.
• Solid understanding of sales processes, methodologies, and best practices, with the ability to align technical solutions to customer business needs.
• Ability to work collaboratively in a fast-paced, dynamic environment and manage multiple priorities effectively.
• Proficiency in presenting technical concepts to both technical and non-technical audiences.
• Strong problem-solving and analytical skills, with the ability to assess complex customer requirements and provide tailored solutions.
• Demonstrated self-motivation and strong work ethic, with a proactive, solutions-oriented approach to challenges.
• Thrives in ambiguity and consistently identifies, diagnoses, and resolves issues before they escalate.

Preferred Skills & Qualifications:

• Extensive experience in the identity and access management (IAM).
• Familiarity with cloud-based solutions and subscription-based business models.
• Experience with SaaS platforms and integration technologies.
• Industry certifications related to sales engineering or technical domains.