Strategic Account Executive - DACH

As a Strategic Account Executive at Ping Identity, your primary responsibilities include driving new business opportunities, managing renewals, and upselling solutions across your assigned territory in the DACH region. You will develop and execute a personal sales strategy, negotiate complex contracts in collaboration with global partners, and report sales activities to senior management. You will also be expected to prepare subscription pricing offerings and provide customer insights to various teams, enhancing our services.

To be a successful Strategic Account Executive at Ping Identity in the DACH region, candidates should possess significant quota-carrying experience in the enterprise software sector, alongside a proven track record of exceeding sales targets. Strong familiarity with value selling and understanding the drivers of change within the industry will greatly benefit applicants. Additionally, established C-level contacts and experience with partnerships and system integrators are valuable assets.

Success for a Strategic Account Executive at Ping Identity is measured by the achievement of sales targets, the ability to cultivate lasting relationships with clients, and the successful negotiation and closing of contracts. The effectiveness of implementing personal sales strategies and the feedback received from internal teams, such as marketing and customer success, also plays a significant role in evaluating overall performance.

At Ping Identity, Strategic Account Executives receive robust support including access to a wide array of internal resources, specialized training, and a global partner network. Collaborative work with marketing, customer success, and engineering teams provides additional backing to ensure customer needs are met and business opportunities are maximized. Regular team bonding events further foster a sense of community and support among colleagues.

The company culture at Ping Identity is built on innovation, collaboration, and respect for individuality. As a Strategic Account Executive, you will be part of a dynamic environment that values flexibility and encourages you to bring your authentic self to work. We celebrate diversity and actively promote a sense of belonging through various Employee Resource Groups and initiatives committed to inclusivity.

When answering this question, be specific about the types of software you have sold, highlighting your success in meeting or exceeding quotas. Mention any particular strategies or methodologies that have worked for you in closing deals, and don’t forget to discuss the complexity and length of the sales cycles you’ve managed.

You should emphasize your organization skills and how you assess potential opportunities based on revenue potential, urgency, and relationship strength. Discuss any tools or frameworks you use, such as CRM software or account management methodologies, to keep track of your sales activities.

It's essential to showcase your negotiation skills by speaking about your preparation and understanding of client needs. Highlight your ability to articulate value propositions clearly and how you adapt your methods according to the client’s priorities while building strong relationships that lead to win-win outcomes.

Discuss your proactive approach to communication, including regular check-ins and follow-ups. Emphasize the importance of understanding client needs, attending to them promptly, and how you’re attentive to any feedback that can help enhance their overall experience with your solutions.

Provide insight into how you develop a strategy based on market analysis, your previous experiences, and lessons learned. Explain the importance of aligning your strategy with overall business goals and how you measure success against performance indicators.

Show your commitment to continuous learning by discussing the resources you follow, such as industry publications, webinars, or professional networks. Explain how you apply this knowledge to adapt your sales tactics to align with current market dynamics.

Share a specific instance where you faced obstacles, detailing how you analyzed the situation and the tactics you employed to turn challenges into opportunities. Highlight any collaborative efforts with internal teams that led to securing the sale.

Describe your methods for gathering customer feedback regularly through surveys, direct communication, or follow-up meetings. Discuss how you utilize this information to enhance product offerings and tailor your sales presentations.

Emphasize the collaborative aspect of sales by highlighting your experiences in working with cross-functional teams. Discuss the importance of leveraging diverse perspectives to better serve customers and achieve sales goals.

Express your enthusiasm for Ping Identity’s commitment to digital freedom and its innovative culture. Share specific aspects of the company’s values that resonate with you and how your skills and experiences align with their mission and sales objectives.