About Ping Identity:
At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.
Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.
While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.
We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.
Role Purpose Statement:
The Manager of Sales Engineering for LATAM plays a critical role in driving technical excellence and supporting the sales process across the Latin American region. This leader is responsible for managing a lean, high-performing team of sales engineers, ensuring effective technical pre-sales support, and navigating the unique regulatory, infrastructure, and cultural landscapes of the LATAM market to achieve regional sales targets.
Main Responsibilities:
- Team Leadership & Resource Optimization: Lead and manage a team of sales engineers across multiple time zones (BRT, ART, PET, etc.), providing mentorship and prioritizing support for high-growth emerging markets alongside established ones.
- Global-to-Local Bridge: Act as the primary link to Ping HQ, taking global SE mandates and "localizing" them to ensure they are culturally and technically relevant for the LATAM field teams.
- Market-Specific Technical Strategy: Own the technical strategy for IAM solution delivery in LATAM, with expert knowledge of LGPD (Brazil) and regional data privacy laws to solve non-negotiable data residency requirements.
- Infrastructure & Standards Advocacy: Guide the team through environments where legacy on-prem infrastructure is prevalent while driving "Cloud First" transitions; evangelize standards like OIDC, FAPI, and OAuth 2.0 to support regional Open Banking and Open Finance drivers (e.g., Brazil, Mexico, Chile).
- Channel & Partner Synergy: Drive strong collaboration with regional System Integrators (SIs) and Value-Added Resellers (VARs), ensuring our partners are technically capable and aligned.
- Sales Execution & Trust Building: Spend significant time in the field coaching SEs to become "Trusted Advisors" through deep personal rapport and "Trust-First" selling, moving beyond simple technical checklists.
- Operational Excellence: Review technical documentation and RFP responses in English, Spanish, and Portuguese to ensure accuracy and competitive positioning.
- Business Acumen: Translate the ROI of Ping Identity solutions into local currencies and economic contexts, accounting for regional inflation and budget volatility.
- Performance Management: Implement and track KPIs that account for the longer "discovery-to-PO" lead times and complex procurement processes typical of LATAM government and financial sectors.
- Cross-Functional Collaboration: Collaborate with Sales, Marketing, and Product teams to develop compelling value propositions and provide regional feedback to influence the product roadmap.
Required Skills & Qualifications
- Linguistic Fluency: Proficiency in English, Spanish, and Portuguese (or at minimum, a deep functional understanding of the Brazilian market vs. Spanish-speaking LATAM).
- Experience: Minimum of 8 years in sales engineering or technical roles, with 2+ years in a leadership position.
- Regional Expertise: Proven track record of success in the LATAM market, including experience with regional compliance (LGPD) and local economic factors.
- Identity Standards: Deep experience with OIDC, FAPI, and OAuth 2.0, particularly within the context of Open Finance/Banking.
- Relationship Management: Strong ability to build "Trust-First" relationships and navigate complex, high-touch sales cycles.
- Technical Acumen: Strong understanding of IAM, cybersecurity, and the ability to guide teams through hybrid (Cloud vs. On-Prem) architecture transitions.
- Education: Bachelor’s degree in Computer Science, Engineering, or a related field.
- Communication: Excellent presentation and interpersonal skills, with the ability to present technical concepts to both technical and non-technical audiences in multiple languages.
Preferred Skills & Qualifications:
- Sector Experience: Deep experience selling into or supporting the LATAM government and financial sectors.
- Business Model Familiarity: Experience with SaaS platforms, cloud-based solutions, and subscription-based business models.
- Partner Management: Extensive experience working with regional SIs and VARs in Latin America.
- Certifications: Industry certifications related to IAM, cybersecurity, or sales engineering.
Base Hiring Range:
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.
Life at Ping:
We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.
Here are just a few of the things that make Ping special:
- A company culture that empowers you to do your best work.
- Employee Resource Groups that create a sense of belonging for everyone.
- Regular company and team bonding events.
- Competitive benefits and perks.
- Global volunteering and community initiatives
Our Benefits:
- Generous PTO & Holiday Schedule
- Parental Leave
- 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.
We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
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