VP, Sales

Role Purpose Statement:

As the Vice President, West at Ping Identity, you will play a pivotal role in driving revenue growth and shaping the Go-To-Market strategy across the Western United States & Canada, as well as Latin America. Reporting to the SVP, Americas, you will lead a dynamic sales team, take ownership of the Western regions’ revenue targets, and collaborate closely with cross-functional teams to execute company objectives and strategy. Your primary focus will be to drive sales and revenue performance, predictability, and scalability. This will include leading the entire West sales organization, planning, reporting and pipeline management in order to ensure the West regional sales organization’s repeatable success.

Responsibilities

Business Management

• Be the revenue and growth engine for Ping Identity, by delivering revenue targets within the West region.
• Provide visionary leadership to the West sales team, fostering a high-performance culture that drives results and exceeds revenue targets.
• Develop and implement the Go-To-Market strategy for the West region, aligning sales objectives with overall business goals and market dynamics.
• Drive revenue growth by identifying new business opportunities, expanding existing accounts, and optimizing sales processes.
• Work closely with cross-functional teams including Marketing, Renewals, Customer Success, and Product Management to develop integrated strategies that maximize customer value and drive long-term growth.
• Create, implement, measure and review an operational plan that drives achievement of business goals
• Stay abreast of industry trends, competitive landscapes, and customer needs to inform strategic decision-making and market positioning.
• Cultivate strong relationships with key customers, partners, and industry influencers to enhance Ping Identity’s brand presence and market leadership.

Data-Driven Leadership

• In partnership with sales operations, maniacally review and analyze forecasting, sales stage, and pipeline data to drive business insights and continuous improvement
• Accurately forecast and achieve business targets
• Plan and control the expenses for the function - consistently looking for efficiencies
• Be an expert with our systems and procedures and ensure effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com, ClosePlan)
• Continuously optimize for high performance, efficiencies, and scale.
• Establish and track key performance metrics to evaluate sales effectiveness and drive continuous improvement initiatives.

People Leadership

• Build and lead a high performance organization of sales leaders & direct sellers.
• Provide leadership and ensure development of all revenue & pipeline related resources across the organization
• Own people related decisions with the organization – hiring, promotions, merit increases, rewards and recognition, training initiatives etc.
• Coach/mentor individuals and the team, identify and execute opportunities for sales force development and enablement

Required Skills & Qualifications

• 15+ years hands-on senior sales management experience in sales strategy planning and execution, sales operations, business planning, and sales support management.
• BS in Business Administration required; MBA degree preferred
• Expertise in Enterprise Software, SaaS, Managed Services and strategic account management, cybersecurity/identity industry experience preferred
• Strong strategic thinking and business acumen, with the ability to translate market insights into actionable plans
• Results oriented with multiple years meeting or exceeding quota
• Outstanding presentation and client-facing skills
• Experience leading and driving exceptional team performance
• Experience working in a US global matrixed organization
• Experience leading in international regions - Canada & Latin America
• Excellent communication and collaboration skills, with the ability to build strong relationships across all levels of the organization.
• Has established multi-vertical C level contacts in large Enterprise customers – previous executive engagement and network is essential to the success of this role
• High sense of urgency and drive for continuous improvement