Director, Sales (Middle East)

The Sales Director will have full Middle East territory responsibility and will be tasked with influencing and developing an energized, competitive, high impact sales team that is characterized by its ability to create differentiated value for our customer base.

We’re looking for a seasoned leader from within the SaaS enterprise marketplace, with proven software solution selling combined with success in a fast growth business. This leader will be a model to drive the team in building extraordinary customer relationships and experiences, leveraging a strong teamwork approach, and cross matrix collaboration across all Ping functions. This role will demonstrate a depth of understanding when working alongside a partner community and posess a well-established customer and partner network in the Middle East region.

In order to acquire, develop and retain customer relationships and create a winning Ping business, this leader will be able to create and maintain a high-performance culture, that is grounded in data, transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, people-oriented, open, passionate, and authentic.

Responsibilities:

• Creates, implements, measures and reviews a strategic or operational plan that drives achievement of business goals aligned to overall Ping strategy
• Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls, etc.
• Advises and coaches the sales team around how to position and articulate Ping Identity’s value proposition at enterprise customers, thus increasing the average deal size
• Identifies and pursues opportunities to expand business activities within areas of responsibility
• Leverages GSIs & other partners to help source, develop and progress business
• Plans and controls the expense associated with the area of responsibility even if not responsible for overall cost center
• Establishes working relationships with external parties which supports the achievement of business goals
• Is conversant with Ping Identity’s systems and procedures and ensures effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com)
• Communicates Ping Identity’s vision and aligns team and personal goals to achieve business results
• Provides direction and guidance, mentoring and development of the field team
• Lives teamwork and promotes cross-functional collaboration
• Recruits, builds and develops the team to deliver business results; Identifies, develops and promotes high potential employees
• Recommends and/or approves people-related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives, etc.
• Drives performance review and development planning process with annual and quarterly review meetings
• Has established multi-vertical C level contacts in large enterprise customers
• Has an established partner/SI network and is used to working with partners on projects
• Builds relationships with customers (internal or external) as necessary providing customer escalation management as necessary for problem resolution
• Provides support for customer relationship management as necessary and drives initiatives which result in improvement in customer satisfaction
• Drives initiatives which result in improvement in customer satisfaction

Required Skills & Qualifications:

• Proven experience of successfully leading sales teams focused on the Middle East territory
• Expertise in enterprise software, SaaS, managed services and strategic account management
• Results-oriented with multiple years meeting or exceeding quota
• Flexibility to travel to the Middle East region
• Transitioned a team through on-prem to SaaS solutions
• Adept working in a fast-growing global organization
• Good interpersonal skills to align and foster positive working relationships across the organization

Originally posted on Himalayas