Strategic Account Executive

📋 Description

• • Ping Identity is seeking a highly motivated and results-oriented Strategic Account Executive to join its dynamic Public Sector sales team. This pivotal role is instrumental in driving substantial net-new revenue and expanding market presence within the State, Local, and Education (SLED) sector. You will be responsible for acquiring major SLED customers across a strategically defined territory, leveraging your extensive expertise in identity and cybersecurity to position Ping Identity as an indispensable partner in addressing complex government security and identity challenges. The Strategic Account Executive is at the forefront of accelerating Ping Identity's growth trajectory by meticulously executing a disciplined land-and-expand strategy, thereby laying the groundwork for significant, long-term account development and sustained revenue generation. This is an opportunity to make a tangible impact on how public sector organizations secure their digital environments and enhance citizen experiences.
• • In this role, you will be tasked with leading strategic revenue growth by owning and exceeding annual targets for net-new revenue. This will involve penetrating a carefully selected list of high-value SLED prospect and customer accounts. You will drive complex land-and-expand initiatives, strategically securing large-scale, initial identity security deals that create the pathway for broad, multi-year platform adoption and subsequent account expansion. A key aspect of your day-to-day will be serving as a thought leader, partnering closely with C-level executives and IT decision-makers to provide expert consultation on their intricate identity and access management (IAM) and cybersecurity roadmaps. You will develop and execute advanced outbound strategies, creating proactive, data-driven engagement plans meticulously tailored to reach and influence key technology and security leaders within public sector agencies. Furthermore, you will expertly manage the end-to-end sales cycle, efficiently navigating and overseeing all stages, including responding to RFIs/RFPs, managing complex contract negotiations, and ultimately closing deals. Collaboration will be paramount as you quarterback your internal team, which includes Solutions Engineers, Customer Success Managers, and Product Experts, to collectively deliver bespoke, high-value identity security solutions that meet the unique needs of government and educational institutions.
• • Ping Identity is a leader in the identity and access management space, dedicated to making digital experiences secure and seamless for all users. The company's intelligent, cloud identity platform empowers individuals to shop, work, bank, and interact with confidence and without friction. Ping Identity champions every identity, fostering a culture that respects individuality and encourages employees to bring their authentic selves to work. Headquartered in Denver, Colorado, with a global presence, Ping Identity serves some of the world's largest and most demanding enterprises, including over half of the Fortune 100. The company is actively transforming how businesses and individuals perceive cybersecurity, digital experiences, and identity and access management.
• • This role offers a significant opportunity for professional growth and development. You will gain invaluable experience in selling complex enterprise-level solutions within the highly specialized public sector market, specifically SLED. You will hone your skills in consultative selling, strategic account planning, and navigating intricate government procurement processes. Success in this position will lead to accelerated career advancement within Ping Identity, potentially opening doors to leadership roles or expanded responsibilities within the sales organization. You will become an expert in identity and cybersecurity solutions and their application within the unique context of government and education, contributing to your professional reputation as a trusted advisor in this critical domain. The ability to build and maintain strong relationships with high-level executives within public sector agencies will be a key achievement, establishing a valuable professional network.
• • The Strategic Account Executive will be responsible for achieving and exceeding ambitious sales targets within the Public Sector, focusing on the State, Local, and Education (SLED) market. This involves identifying and cultivating new business opportunities, building strong relationships with key stakeholders, and understanding the unique challenges and procurement processes of government and educational institutions. The role requires a deep understanding of identity and access management (IAM) and cybersecurity principles, enabling the executive to effectively position Ping Identity's solutions as critical components of public sector digital transformation and security strategies. Success will be measured by the ability to close large, complex deals and foster long-term partnerships that lead to significant account expansion and recurring revenue. The executive will act as a trusted advisor, guiding clients through their security modernization journeys and ensuring their digital identities are protected against evolving threats. This position is crucial for Ping Identity's strategic expansion into the public sector, requiring a proactive, entrepreneurial approach to market penetration and revenue generation. The ability to collaborate effectively with internal teams, including pre-sales engineers and customer success managers, will be essential to delivering comprehensive solutions and ensuring client satisfaction and retention. The remote nature of the role, based in the Western US, requires strong self-discipline, excellent communication skills, and the ability to manage a territory effectively from a distance, while also being prepared for significant travel to meet with clients and attend industry events. The compensation structure includes a base salary and commission, reflecting the performance-driven nature of the role.
• • The ideal candidate will possess a proven history of exceeding sales quotas in the Public Sector, specifically within the SLED central market, demonstrating a strong understanding of government procurement cycles and decision-making hierarchies. A minimum of 10 years of sales experience is required, with at least 3 years focused on enterprise-level solutions in Identity and Access Management (IAM) or broader Cybersecurity. A demonstrated ability to consistently close large, complex deals within government and education agencies is paramount. Establishing and maintaining a high-level network of C-level and IT executive contacts within public sector agencies across the Western states region is a significant advantage. Prior experience successfully collaborating with system integrators and channel partners in the SLED space is highly desirable. A deep working knowledge of IAM concepts, such as Single Sign-On (SSO), Multi-Factor Authentication (MFA), Federation, and API Security, coupled with an understanding of the regulatory landscape for SLED, is essential. Proficiency in value-based or solution-selling methodologies, including the MEDDPICC qualification framework, is expected. A Bachelor's degree or equivalent experience in a relevant field is required, and the ability to travel up to 50% of the time for customer meetings and conferences is a necessity. Bonus points are awarded for an MBA or Master’s Degree in Business or Technology, or a relevant cybersecurity certification like CISSP or CISM.