Ping Identity - Senior Principal Value Advisor
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Requirements
• Exceptional Business & Financial Acumen: You can deeply grasp a customer's business model, financial statements, and key performance indicators. You can effectively connect a customer's strategic objectives with how a cybersecurity solution solves their challenges. • Exceptional Business & Financial Acumen: • Consultative Communication & Executive Presence: The ability to engage, challenge, and effectively influence C-level executives is paramount. This requires active listening, asking insightful questions, and translating complex technical capabilities into clear business value. • Consultative Communication & Executive Presence: • Strategic & Analytical Thinking: You can analyze complex data sets, identify key value drivers, and create a logical, data-backed narrative that resonates with executive decision-makers. • Strategic & Analytical Thinking: • Strong Cross-Functional Collaboration & Empathy: You act as a vital bridge between sales, product, marketing, and the customer. You must collaborate effectively internally to gather information and externally to validate assumptions, requiring strong empathy to understand diverse perspectives and build consensus. • Strong Cross-Functional Collaboration & Empathy: • Domain Expertise in Cybersecurity: While not a technical architect, you have a solid understanding of cybersecurity and identity fundamentals, industry trends, and the regulatory landscape. This credibility enables you to speak effectively with security leaders and strategically position our solutions within a broader security strategy. • Domain Expertise in Cybersecurity: • Relevant Experience: Over 10 years of experience in value consulting, IT leadership, finance, or sales/pre-sales. You are adept at enterprise financial modeling and are comfortable with up to 30% travel within the AMER region. • Are you ready to make a direct impact on our growth and become a trusted advisor in the cybersecurity space? • Hiring Range: $157,000 - $178,000 + variable pay
Responsibilities
• Demonstrate Strategic Value: Conduct in-depth value discovery with clients to deeply understand their business models and strategic objectives. Build and present compelling, data-backed business cases and ROI models to client champions and executives. • Demonstrate Strategic Value: • Shape Executive Narratives: Lead the development of board- and C-level ready narratives, including strategic recommendations, value realization stories, and investment roadmaps that position Ping as a long-term growth partner. • Shape Executive Narratives: • Scale Methodologies: Leverage AI-first thinking - identify and implement initiatives to improve our business value deliverables, contributing to methodologies and tools that scale business value quantification beyond just high-touch engagements. Beyond individual engagements, you will take the insights and materials from your work and create reusable assets that equip the entire revenue organization to embed value in all that they do. • Scale Methodologies: • Partner for Revenue Acceleration: You will partner closely with sales leadership, revenue enablement, and product teams to embed value-based messaging throughout the sales motion and customer journey. • Partner for Revenue Acceleration: • Drive Value Realization & Expansion: On the biggest of accounts, partner with Customer Success and Account teams to define realized value post-sale, quantify outcomes, and translate those results into expansion, renewal, and cross-sell motions. • Drive Value Realization & Expansion: • Influence Product & GTM Strategy: Systematically codify customer value drivers and win/loss insights into clear feedback for Product, Marketing, and Pricing to refine our roadmap, packaging, and positioning around measurable outcomes. • Influence Product & GTM Strateg
Benefits
• Generous PTO & Holiday Schedule • Progressive Healthcare Options • Retirement Programs • Opportunity for Education Reimbursement • Commuter Offset (Specific locations) • Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
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