Strategic Account Executive: Federal System Integrators

Strategic Account Executive: Federal System Integrators

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.

Responsibilities

You will:

1. FSI Account Ownership: Develop and execute comprehensive account plans to drive growth within assigned FSI partners, ensuring alignment with Federal government initiatives and opportunities.
2. Sales Execution: Manage the complete sales cycle (prospecting, proposal development, negotiation, and close) across both sell-to (direct sales to FSIs) and sell-through (FSI-led government projects) engagements.
3. Strategic Partnership Development: Cultivate executive-level relationships within FSI organizations, aligning Ping Identity's solutions with partner strategies, program objectives, and customer missions.
4. Federal Market Expertise: Leverage a deep understanding of Federal procurement processes, contract vehicles, and regulatory environments to accelerate sales and compliance readiness.
5. Program Capture & Pipeline Growth: Collaborate with internal and partner capture teams to identify and pursue long-term program opportunities across Federal agencies.
6. Cross-Functional Leadership: Partner closely with Business Development, Channel, Legal, and Marketing teams to ensure coordinated execution, consistent messaging, and joint success with FSIs.

Qualifications

You have:

• Bachelor's Degree from an accredited four-year university (required).
• Minimum of 10 years of experience selling technology solutions to Federal System Integrators (FSIs).
• Deep understanding of the role FSIs play in serving U.S. Government organizations and their contracting models.
• Strong knowledge of program capture, government affairs, regulatory frameworks, and Federal contract vehicles (e.g., GSA, SEWP, IDIQ, GWAC).
• Proven ability to manage complex, multi-stakeholder sales cycles and close high-value deals. Excellent strategic, analytical, and communication skills.
• Must reside in or be willing to relocate to the greater Washington, D.C. metropolitan area.

USA:$139,000-$160,000 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.

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 include:

• 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.