Senior Principal Customer Strategist

Remote from: USA
Salary, yearly, USD: 132,000 - 176,000
Department: Customer Success
Employment type: Full Time,
Job posted: 7 Jun 2026
Apply before: 7 Jul 2026
Experience level: Senior
Views / Applies: 30 / 4

About company

About Ping Identity

Secure Identity Defined.

Computer & Network Security
2002

Actively Hiring

AI Summary

Ping Identity is seeking a Senior Principal Customer Strategist to build executive relationships and lead strategic consulting engagements that drive customer transformation and retention. The role involves advising C-suite executives on optimizing operational effectiveness and maximizing the value of Ping Identity's intelligent cloud identity platform. Key responsibilities include developing account strategies, delivering strategy workshops, and mitigating renewal risks through cross-functional collaboration. The ideal candidate possesses strong strategic thinking, business acumen, and exceptional client-facing skills. This position offers a salary range of $132,000 - $176,000 plus variable pay, reflecting the seniority and impact of the role.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role demands high-level strategic thinking, deep business acumen, and the ability to influence C-suite executives, making it challenging but not entry-level impossible.

Salary Analysis

AI Insight The offered salary range of $132,000 - $176,000 with a median of $154,000 is competitive with the US market for senior customer strategy roles, which typically range from $130,000 to $200,000. The addition of variable pay further enhances total compensation.

Key Skills

Strategic Thinking Customer Relationship Management Business Transformation Executive Communication Account Strategy Churn Reduction Workshop Facilitation Data-Driven Insights Digital Identity Leadership

Cover Letter Sample

I am writing to express my strong interest in the Senior Principal Customer Strategist role at Ping Identity. With a proven track record in building C-suite relationships and driving business transformation, I am eager to apply my expertise to help customers maximize the value of their Ping Identity investment. My experience in orchestrating account strategies and delivering impactful workshops aligns perfectly with the responsibilities outlined. I am particularly drawn to Ping Identity's commitment to digital freedom and respect for individuality. I look forward to the opportunity to contribute to your team and drive long-term client success.

Possible Interview Questions

How would you approach building a relationship with a C-level executive at a new customer account?

I would start by researching the executive's background, business priorities, and challenges. Then, I would schedule an initial meeting to understand their strategic goals and pain points, focusing on how Ping Identity can drive value. Regular check-ins with tailored insights and proactive recommendations would help build trust and demonstrate commitment.

Can you describe a time you successfully mitigated a renewal risk for a major account?

In a previous role, a key customer was considering non-renewal due to perceived lack of value. I conducted a comprehensive business review, identified usage gaps, and orchestrated a cross-functional team to address their concerns. I delivered a customized strategic roadmap that aligned with their digital transformation goals, resulting in a multi-year renewal and expanded contract.

How do you leverage data insights to guide customer strategy?

I analyze usage patterns, adoption metrics, and support tickets to identify trends and areas for improvement. For example, if data shows low adoption of a feature, I would investigate and create a targeted enablement plan. By quantifying value and aligning with customer KPIs, I provide evidence-based recommendations that enhance retention and growth.

Describe a successful strategy workshop you led. What was the outcome?

I led a workshop for a financial services client to align on their identity and access management roadmap. Using collaborative exercises and industry benchmarks, we identified key initiatives to improve security and user experience. The workshop resulted in a clear action plan, increased account team productivity, and a faster sales cycle for follow-on services.

How do you ensure alignment between sales, services, and customer success teams on a strategic account?

I establish regular cross-functional meetings with clear agendas focused on account strategy, risks, and opportunities. I create a shared roadmap with defined milestones and ownership. By fostering open communication and celebrating joint wins, I ensure all teams are aligned towards common goals and the customer's success.

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.

Executive Strategist will be responsible for building customer c-suite executive relationships and executing management consulting engagements focused on driving transformational outcomes, ensuring long-term client retention, and cementing our position as an indispensable partner.

Executive Relationship Development: Cultivate and nurture strong relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CTO) within customer organizations.
Strategic Advisory: Guide customers on optimizing operational effectiveness and maximizing the value of their Ping Identity investment through expert consultation and tailored solutions.
Business Transformation Guidance: Act as a trusted advisor, deeply understanding customer business models and advising on how Ping Identity can directly support and accelerate their digital transformation initiatives.
Account Strategy Orchestration: Support client relationship mapping and consistently coordinate an integrated account strategy across the core account team (Account Executive, Services Sales, Sales Engineering, Business Value, Marketing, Customer Success, etc.).
Churn Reduction & Renewal Strategy: Proactively identify and mitigate renewal risks by orchestrating cross-functional teams (Product, Sales, Services) to deliver on the strategic roadmap. You will own the narrative on value realization, making the renewal a foregone conclusion.
Strategy Workshop Delivery: Develop and deliver impactful Strategy Workshops designed to increase sales opportunities, reduce churn risk, drive account team productivity, and accelerate deal velocity.
Resource Alignment: Identify and facilitate the timely engagement of the right specialist and support resources for customer deals.
Performance Review Leadership: Conduct customer executive business reviews in collaboration with account teams, aligning discussions with the overall account strategy.
Data-Driven Insights: Utilize customer usage patterns and other data telemetry to gain insights, provide proactive guidance, and enhance customer retention.

Must-Haves:

Strong strategic thinking and business acumen, with the ability to translate market insights into actionable plans
Results oriented with multiple years meeting or exceeding goals by rationalizing coverage models, compensation plans, and GTM motions of direct and matrixed delivery teams
Outstanding presentation and client-facing skills
High emotional intelligence, and experience in applying those skills in a business context to influence positive outcomes for customers, partners, and team members, particularly with C-level executives internally and externally

Salary Range: $132,000 – $176,000 + variable pay

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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