SVP, Global Solution Engineering

SVP, Global Solution Engineering

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.

Strategic Planning & Execution:

• Develop and execute a global pre-sales strategy, aligning with business objectives and managing over 120 pre-sales resources to achieve >$1B ARR.
• Define coverage and drive planning for pre-sales engineering across GTM segments, territories, and product specializations (considering hybrid deployment)
• Accountable for continued evolution of pre-sales organizational design (Demo Factory, Solution Engineering, Solution Consultants, Enterprise Architects), and prioritizing target markets, verticals, and partner segments.
• Define clear goals and KPIs for pre-sales roles, linking them to new revenue growth and net revenue retention (NRR) outcomes.

GTM Execution:

• Lead pre-sales, driving the technical aspects of sales in collaboration with sales, product, and customer success teams to ensure customer understanding of solution value.
• Evolve Solution Engineering (SE) from demo/opportunity-centric approaches to full technical account lifecycle management and outcome realization in top accounts.
• Develop pre-sales strategies, scale customer-specific demonstration capabilities, and ensure team support for deal closure.
• Define an operational framework for SE functions, including cadences, business planning templates, processes, standards, and engagement models.

Revenue Operating Model Development:

• Partner with CRO, CCO, and GTM enablement to optimize pre-sales' role in new logo acquisition, expansion, and renewals to enhance forecast accuracy, close rates, and pipeline acceleration.
• Drive technical depth in pre-sales, owning technical sales stages in forecasting, and focusing on solution value and outcomes within sales methodology teams.
• Mature pre-to-post sales handoffs with Customer Success, Partner Success, and Renewals teams.
• Establish quarterly business planning with defined cadences, expectations, and focus on improving win rates and informing forecast/pipeline trends.

Performance & Innovation:

• Track and analyze KPIs for pre-sales effectiveness (demo factory, demo delivery, workshops, solution accelerators, win rate, bookings, pipeline, delivery success).
• Develop an internal solution portal with essential tools and resources.
• Innovate by integrating AI for demo and trial efficiency.
• Support technical and solution-oriented demand generation with Sales and Marketing.

Product Influence & Engagement:

• Influence voice of customer programs, collaborating with product and engineering to pre-sales experiences and data is integrated into product roadmaps for new logo wins and current customer revenue expansion.

Travel & Presence:

• Expect up to 50% travel for global team/customer engagement (in-person/virtual) and frequent executive sessions at Ping HQ in Denver.

Thought Leadership:

• Stay current on Identity and Access Management (IAM) industry trends and represent Ping Identity at events, conferences, and webinars. Contribute to thought leadership to reinforce Ping's market leadership.

• Experience:
  
  15+ years of progressive…