Enterprise Account Executive - DACH

As an Enterprise Account Executive at Ping Identity, you will be responsible for developing and implementing a personal sales plan targeting new enterprise clients in the DACH region. Your role involves articulating our value proposition, negotiating complex contracts, and providing customer feedback to various teams. Additionally, you'll be reporting on sales activity and working collaboratively with internal resources to drive sales success.

Ping Identity requires the Enterprise Account Executive to have multiple years of field quota-carrying experience in selling enterprise software solutions. You should have a strong record of meeting or exceeding quotas and experience in signing large projects with long sales cycles. Familiarity with value selling and account planning methodologies, as well as established C-level contacts in relevant sectors, is crucial for success in this role.

The sales strategy for the Enterprise Account Executive at Ping Identity involves targeting net new logo opportunities in the enterprise space. You will create a tailored sales plan, utilize our cloud identity platform's advantages, and collaborate with global partners to foster business relationships and close deals that contribute to Ping's overall success.

Ping Identity supports its Enterprise Account Executives through a robust internal resource model, extensive training programs, and a strong network of global partners. This collaborative environment enables you to leverage various tools and expertise to maximize your sales opportunities and meet your performance goals effectively.

The company culture at Ping Identity is centered around respect for individuality and fostering a collaborative, flexible work environment. As an Enterprise Account Executive, you can expect to engage with talented and supportive colleagues, participate in team bonding events, and contribute to an inclusive space where your authentic self is valued and encouraged.

In your response, highlight specific instances where you successfully sold enterprise software solutions. Discuss how you approached the sales cycle, overcame challenges, and exceeded quotas, providing quantifiable results wherever possible.

Discuss your research methods for identifying potential clients, including market analysis, networking, and leveraging industry reports. Emphasize your ability to build relationships and understand the specific needs of organizations in the DACH market.

Share your approach to negotiation, focusing on relationship-building, understanding client needs, and aligning solutions with their business objectives. Include examples of how you've successfully navigated difficult negotiations to close deals.

Explain your process for gathering customer feedback and how you utilize it to improve sales strategies or inform marketing and product development teams. Provide an example of a time you transformed feedback into actionable improvements.

Discuss your insights into the current trends and challenges in identity management, such as increasing security concerns, evolving regulations, and technological advancements. Relate these drivers to how they impact sales strategies and customer needs.

Outline your strategy for developing a sales plan that aligns with both personal and regional goals. Include elements like market analysis, resource allocation, timelines, and metrics to track success.

Explain your understanding of value selling and share techniques you apply to emphasize the benefits of products rather than features. Illustrate how this approach has helped you close deals successfully.

Discuss your approach to building trust and rapport with C-level executives, including strategies for effective communication and demonstrating the value of solutions to their business challenges.

Share a specific story demonstrating how you exceeded sales targets. Discuss the strategies you implemented, the challenges faced, and the outcomes achieved.

Talk about the resources you use, such as industry publications, webinars, networking events, or professional organizations. Stress the importance of staying current to better serve clients and adapt sales strategies.