Strategic Alliances Director

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. The Channel team's mission is to build an excellent Ping Partner Network by investing in the growth of Value Added Resellers (VAR), Service Providers (SP), Global System Integrators (GSI) and Delivery Partners (DP). To accomplish this goal, we invest in Identians with Channel and Sales experience. This is an individual contributor role reporting to a regional Channel Director position and focused on our Global System Integrator partners. Your primary responsibility will be to build and maintain strong relationships with these partners, driving joint business development initiatives and ensuring their success in promoting and delivering Ping’'s innovative identity and access management solutions to customers worldwide. This role requires a strong understanding of channel sales strategies, alliances management, and a proven track record of success in a similar role within the software industry. Travel required. You Will: ● Build executive relationships with your assigned GSI partners and host weekly or bi-weekly calls with your GSI sponsor to build/execute go-to-market strategies. ● Work with the Channel marketing team to design a marketing strategy with your assigned GSIs and execute that strategy. ● Build a pipeline of opportunities with each GSI partner (Sourced and Influenced with preference to Sourced) and report on pipeline progression with sales leadership. ● Accelerate revenue and new customer acquisitions via Ping's Channel program, meeting or exceeding plan expectations. ● Work with the Technology Alliance team and our VP of Strategic Programs to gain executive alignment at the highest level within your assigned GSI’s ● Execute upon partner onboarding and enablement strategy at the field level in support of partnerships ● Screen potential business deals by analyzing market strategies, deal requirements and financials; evaluating options; resolving internal priorities ● Attend industry events, collaborating with partners to generate incremental business ● Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations ● Measure and deliver success metrics to partners and the business and analyze business intelligence ● Collaborate with direct sales and marketing organization to optimize Ping’s value proposition ● Hold quarterly business reviews (QBRs) with the partner and Ping executive sponsors to review past performance and adjust marketing and business strategies. You Have: ● Extensive background in enterprise software partnership sales and solution delivery. ● Strong understanding of channel sales strategies, partner ecosystems, and system integrators. ● Consistent and demonstrated ability to take complete ownership with assigned partners and the end to end partner to Forgerock relationship ● Referenceable network in market with partners for 10+ years – small to medium sized consulting, Global SIs, and a variety of other channel partners (MSP, OEM or other partner categories). ● Proven success record of exceeding sales quota & exceeding other key performance metrics. ● Demonstrated ability to develop and execute joint business plans with partners, driving revenue growth. ● Ability to drive field engagement to produce meaningful pipeline development - both at partners and with field sales teams internally. ● Proven ability to establish and grow business relationships at an executive level and a history of successfully developing and guiding multiple complex partnerships. ● Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment, manage change, and communicate effectively. ● Performance history of recruiting and making productive new partners. ● Ability to work both independently and with a team. ● Strong business acumen. ● Excellent communication and presentation skills, with the ability to effectively articulate complex concepts to both technical and non-technical audiences. ● Willingness to travel domestically and internationally as required. Ping Identity is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. Base Hiring Range: $200,000-$215,000 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. **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.*