Senior Principal Value Advisor

📋 Description

• • Ping Identity is seeking a strategic and insightful Senior Principal Value Advisor to join its high-growth Revenue Acceleration team. This pivotal role is designed for a leader who excels at translating complex technical solutions into tangible business value for C-level executives, directly contributing to the company's holistic growth strategy. By cultivating strategic partnerships, accelerating deal cycles, and driving larger deal values, this position is instrumental in shaping the future of identity and access management (IAM) solutions in a rapidly evolving cybersecurity landscape. You will serve as a trusted advisor to both key clients and the internal sales organization, leveraging your expertise to demonstrate the profound business impact of Ping Identity's offerings. Your value-driven insights will not only influence client strategies but also play a crucial role in shaping our product roadmap and overall strategic direction, offering a unique opportunity to become a deep domain expert and make a scalable impact across the entire revenue organization.
• • In this dynamic role, your day-to-day responsibilities will encompass a wide range of strategic activities. You will conduct in-depth value discovery sessions with clients, meticulously understanding their unique business models, operational intricacies, and overarching strategic objectives. Based on this deep understanding, you will construct and present compelling, data-backed business cases and sophisticated ROI models tailored to resonate with client champions and executive leadership. A significant part of your role will involve shaping executive narratives, leading the development of board- and C-level ready presentations that articulate strategic recommendations, compelling value realization stories, and actionable investment roadmaps. These narratives will position Ping Identity not just as a vendor, but as a long-term strategic growth partner. You will also be instrumental in scaling methodologies, embracing AI-first thinking to identify and implement initiatives that enhance our business value deliverables. This includes contributing to the development of robust methodologies and tools that enable the quantification of business value beyond individual, high-touch engagements. The insights and materials generated from your work will be transformed into reusable assets, empowering the entire revenue organization to consistently embed value-based messaging into all their interactions and processes. Furthermore, you will act as a key partner for revenue acceleration, collaborating closely with sales leadership, revenue enablement teams, and product management to seamlessly integrate value-based messaging throughout the entire sales motion and customer journey. For the largest and most strategic accounts, you will partner with Customer Success and Account Management teams to meticulously define and quantify realized value post-sale, translating these measurable outcomes into compelling justifications for expansion, renewal, and cross-sell opportunities. Your role will also extend to influencing product and go-to-market (GTM) strategy by systematically codifying customer value drivers and win/loss insights. This critical feedback loop will inform Product, Marketing, and Pricing teams, enabling them to refine our product roadmap, packaging, and overall positioning around demonstrable, measurable outcomes.
• • Ping Identity is at the vanguard of the Identity and Access Management (IAM) sector, a field experiencing rapid transformation due to emerging threats, evolving regulatory landscapes, and the pervasive shift towards cloud-based solutions and artificial intelligence. Our intelligent, cloud-native identity platform is designed to deliver secure and seamless digital experiences for users across various domains, including shopping, working, and banking, all without introducing friction or fear. We are committed to making digital experiences both secure and seamless for all users, without compromise – a principle we call digital freedom. This ethos is not only reflected in our products but also deeply ingrained in our company culture. We champion every identity, celebrating differences and empowering individuals to bring their authentic selves to work, a core value that fosters an inclusive and dynamic environment. Headquartered in Denver, Colorado, with a global presence of offices and employees, Ping Identity serves a significant portion of the Fortune 100, demonstrating our capability to meet the demands of the world's largest enterprises. Our mission is to fundamentally change how businesses and individuals perceive cybersecurity, digital experiences, and identity and access management.
• • In this role, you will have the unparalleled opportunity to deepen your expertise in the critical domain of cybersecurity and identity management, becoming a recognized authority in value-based selling and strategic advisory. You will gain invaluable experience in executive-level communication and influence, honing your ability to articulate complex technical concepts into clear, compelling business outcomes for C-suite audiences. By contributing to the development of scalable methodologies and reusable assets, you will leave a lasting impact on Ping Identity's revenue organization, enhancing its ability to consistently demonstrate value. Furthermore, your insights will directly influence the company's strategic direction, product roadmap, and go-to-market strategies, providing a unique chance to shape the future of the IAM industry. This position offers a significant platform for professional growth, allowing you to build strong relationships with key clients and internal stakeholders, and to become a vital bridge between technical capabilities and strategic business objectives.