Associate Sales Engineer

2 weeks ago

London, United Kingdom ForgeRock Full time

As a Sales Engineer at Ping Identity, you will bring a passion for and understanding of Identity, as well as delivering customer success. Remotely located, you will work alongside regional sales account executives as part of a highly effective global sales engineering team on engaging and interactive customer-focused meetings, demonstrations, and proof of concepts that articulate the business, technical, value, and future value benefits a customer will gain from a Ping Identity solution. You will be an energetic member of a team that empowers personal, team, and customer success.

The Sales Engineering Hub (SE Hub) is a centralized and dynamic team that operates across Europe and provides crucial pre-sales capabilities to the EMEA sales organization. Based within the SE Hub, the Enterprise SE team is a driven and dedicated team focused on rapid and repeatable selling of our market-leading SaaS cloud Identity & Access Management (IAM) solutions. Reporting to the leader of the EMEA SE Hub, this remote, entry-level position within the Enterprise SE team offers an opportunity for you to take your first steps into an exciting and rewarding career in technical pre-sales.

As an Associate Sales Engineer in the Enterprise SE team, you will have the opportunity to develop and exercise deep technical and consultative skills while leveraging your interpersonal, relationship-building, presentation, and listening skills to engage with customers throughout pre-sales phases of customer engagement. You will work alongside an extremely capable and diverse team of your peers mentored and supported by our Solution Specialists: some of our most talented and experienced SEs. Joining the SE hub offers a fantastic opportunity to work alongside some of the best practitioners in the identity space and fast track your career development.

Responsibilities:

Owning the end-to-end technical relationship with prospective customers throughout the modern Enterprise sales cycle, engaging with them remotely through Zoom meetings, phone calls, and emails. Key activities include:

Initial introductory workshops with key customer stakeholders to understand their business problems and high-level requirements.

Review and analysis of detailed customer requirements to determine the right Ping Identity solution.

Compelling demonstrations of our technology personalized to each customer's particular requirements.

Leveraging our answer library to create tailored responses to Requests for Proposal (RfPs) documents received from customers.

Implementing Proof of Concept (PoCs) by configuring Ping Identity products to demonstrate specific customer use cases.

Collaborating closely with Enterprise Account Executives to qualify, solution, progress, and successfully close deals for Ping Identity’s SaaS technologies in a highly competitive market.

Identifying areas for improvement in the Ping Identity offerings, capturing these and helping to feed them back into the product teams.

Creating reusable configuration artifacts as part of the demonstration and PoC process and sharing these back with colleagues.

Developing a longer-term specialization in a particular industry vertical, product area, or problem space.

Skills & Qualifications:

BS in Computer Science, Software Engineering, or equivalent degree, or 2+ years' experience with enterprise-level software systems in a customer-facing role, such as pre-sales, consulting, support, or training.

A demonstrable interest in computer security or cybersecurity, applied or theoretical. Perhaps your final year project related to it or you specialized your degree around security? You may have studied optional modules relating to it or completed your own projects or self-driven learning.

Knowledge of open standards and protocols relating to identity and security would be beneficial. You may have encountered OAuth or OpenID Connect, for example, or had experience implementing social login or Single Sign-On. Perhaps you have implemented user authentication for a project? We would like to hear about it.

Familiarity with using REST APIs and working with JSON data to integrate with web services is essential. Experience with modern programming/scripting languages such as JavaScript or Python would be an advantage.

Knowledge of key foundational infrastructure and networking technologies such as virtual machines, TCP/IP, DNS, load balancers, proxies, etc.

Experience with one or more typical cloud service providers such as AWS, GCP, Azure, and deployment technologies such as Kubernetes and Terraform would be beneficial.

Fluent in writing and speaking English. Engaging interpersonal and customer service skills: verbal, written, and listening/understanding, alongside good objection handling and solution discovery skills.

Ability to relate proposed solution technical capabilities back to customer needs in a narrative style.

Ability to work with a high level of self-direction and/or collaboratively with team and customers.

Interest in a particular business area or industry vertical would be a benefit but is by no means required (e.g., Financial Services, Telecommunications, etc.).

A passion for learning; the ability to learn in a self-directed way and to seek out help and guidance when it is required.

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