Manager, Sales Engineering East

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, 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 East territory, ensuring alignment with product capabilities and customer requirements.
• Collaborate with Sales Leadership to define and execute the sales engineering strategy, aligning it with overall business goals and revenue targets across industries.

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 positioning value, 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.

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.

• 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.