Director, Global Alliances – Accenture

Job description

**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.](https://www.pingidentity.com/en/company/championing-every-identity.html) 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. Ping Identity is seeking a strategic, commercially minded, and highly influential Director, Global Alliances – Accenture to own and accelerate our relationship with Accenture worldwide. This is a high-impact global leadership role—not a regional partner-management position. You will serve as Ping’s single accountable alliance leader for Accenture, shaping the global strategy, executive relationship, operating model, and joint go-to-market plan across Accenture’s Identity, Security, Technology, Song, industry, cloud, delivery, and managed-services organizations. The successful candidate will turn a complex global relationship into a focused, repeatable growth engine—aligning executives, mobilizing Ping’s teams, and helping Accenture make Ping the identity platform of choice in strategic transformation programs. This is a hands-on builder role. You will craft the strategy, create the operating model, and drive execution from executive alignment through customer outcomes. You will build top-down and bottoms-up engagement and convert shared priorities into strategic collaboration agreements, joint investment plans, and measurable results. ## What you will own ### Global alliance strategy and executive leadership - Define and execute a multi-year global Accenture alliance strategy aligned to Ping’s corporate priorities, growth objectives, product strategy, and regional plans. - Establish trusted relationships with Accenture’s global and regional executives across Identity, Cybersecurity, Technology, Song, cloud, industry, delivery, and managed services. - Act as Ping’s primary global Accenture leadership point and orchestrate executive alignment when priorities, resources, commercial interests, or customer pursuits require senior intervention. - Build and maintain a joint annual business plan with clear priorities, investments, owners, milestones, and measurable outcomes. - Create a global-to-local operating model that gives AMER, EMEA, and APJ teams a common strategy while allowing appropriate regional and country-level activation. - Drive GTM Acceleration, ensuring Ping is front-and-center with Accenture SAL’s and CAL’s across industry verticals. ### Strategic engagement and collaboration agreements - Build a deliberate, multi-threaded engagement model with Accenture’s global leadership, practice executives, industry leaders, regional sponsors, account executives, and delivery leaders. - Create executive alignment around a small number of strategic priorities, including the business case, mutual value, investment requirements, customer outcomes, and path to scale. - Develop, advance, and operationalize strategic collaboration agreements, memoranda of understanding, annual business plans, and related partnership frameworks with Accenture. - Translate agreements into clear gives-and-gets, governance structures, named owners, investment principles, milestones, escalation paths, and measurable success criteria. - Partner with Ping Finance, Legal, Operations, Product, Sales, Sales Engineering, Professional Services, and executive leadership to ensure agreements are commercially sound, executable, and connected to Ping’s broader strategy. - Establish a cadence of executive briefings, steering committees, business reviews, and working sessions that keeps both organizations aligned and accountable. - Identify when a relationship should progress from informal collaboration to a formal strategic agreement, and lead the internal and partner process required to make that progression successful. ### Joint go-to-market and revenue growth - Develop a disciplined joint go-to-market motion spanning “to,” “with,” and “through” Accenture partner routes. - Build and manage a prioritized target-account strategy, including account mapping, install-base intelligence, whitespace analysis, opportunity hypotheses, and executive sponsorship. - Mobilize Ping account teams and Accenture sales, account, industry, and practice leaders around qualified opportunities and strategic pursuits. - Drive partner-sourced, partner-influenced, co-sell, resale, services-attach, and expansion revenue while establishing clear definitions for attribution and credit. - Create repeatable joint offers and sales plays that connect Ping’s identity security platform with Accenture’s consulting, implementation, transformation, and managed-services capabilities. - Improve pipeline quality, progression, forecast accuracy, win rates, deal velocity, and strategic account penetration through consistent inspection and action planning. - Ensure that the partnership produces referenceable customer outcomes—not only activity, meetings, or enablement attendance. ### Governance, operating rhythm, and accountability - Establish a practical governance model with executive sponsorship, a named steering committee, working teams, escalation paths, and clear decision rights. - Lead monthly operating reviews, quarterly business reviews, and annual planning sessions with Ping and Accenture executives. - Maintain a shared scorecard covering pipeline, bookings, revenue, services attach, target-account engagement, enablement, certifications, delivery capacity, joint offers, lighthouse customers, customer outcomes, and referenceability. - Convert strategic intent into 30-, 60-, and 90-day execution plans with named owners and measurable milestones. - Identify execution gaps early, make trade-offs explicit, and hold both organizations accountable for commitments. - Partner with Finance, Legal, Operations, and leadership teams to establish sound commercial, investment, compliance, and reporting practices. ### Enablement, delivery, and customer success - Work with the partner enablement team to build a scalable enablement strategy for Accenture sales, solution architects, consultants, and delivery professionals. - Align Ping Professional Services, Customer Success, Sales Engineering, Product, Support, Enablement and other partner delivery resources to improve implementation quality, customer outcomes, and feedback loops. - Connect enablement to pipeline, pursuits, implementations, services attach, and customer outcomes. - Set targets, identify gaps, coordinate Ping resources, and report progress through alliance governance and quarterly business reviews. ### Cross-functional leadership inside Ping - Serve as Accenture’s connective tissue between Global Alliances and Sales, Sales Engineering, Product, Product Marketing, Partner Marketing, Professional Services, Customer Success, Finance, Legal, and Operations. - Create clarity on roles, resources, pursuit strategy, deal engagement, channel conflict, commercial guardrails, and escalation paths. - Champion partner-led execution across Ping’s global field organization and make it easy for sellers to understand when and how to engage Accenture. - Represent the voice of Accenture internally while protecting Ping’s strategic, customer, commercial, and operational interests. - Build a culture of ownership, transparency, urgency, and measurable execution across the virtual alliance team. ## What success looks like Success will be measured by: - An adopted global strategy, strong executive relationships, and effective governance. - Strategic collaboration agreements with clear mutual commitments, investments, and outcomes. - Growth in qualified pipeline, bookings, revenue, and services attach for both Ping and Accenture. - A measurable Accenture enablement and delivery capability, supported by training, certifications, and capacity. - Stronger field execution, forecast discipline, new logos, renewals and referenceable outcomes. ## What you bring - Experience building and managing strategic relationships with Accenture, ideally across global or regional practices. - Experience in cybersecurity; experience with identity is a strong plus. - Experience building and scaling programs—from strategy and operating model through enablement, execution, and measurement. - International experience working across regions, cultures, and complex global organizations. - 12+ years of experience in channels, sales, or related fields Base Hiring Range: $200,000-$215,000 + variable commission 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.*