Manager, Sales Engineering

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 ... (truncated, view full listing at source)