Strategic Alliances Director

Overview

An individual contributor role focused on Ping Identity's Global System Integrator (GSI) partners, responsible for building and maintaining partner relationships, driving joint business development, and ensuring partner success in promoting and delivering Ping's identity and access management solutions. Reports to a regional Channel Director.

What you'll do

• Build executive relationships with your assigned GSI partners and host weekly or bi-weekly calls with your GSI sponsor to build and execute go-to-market strategies.
• Work with the Channel marketing team to design and execute a marketing strategy with your assigned GSIs.
• 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 the VP of Strategic Programs to gain executive alignment at the highest level within your assigned GSIs.
• Execute 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; and resolving internal priorities.
• Attend industry events, collaborating with partners to generate incremental business.
• Close new business deals by coordinating requirements, developing and negotiating contracts, and 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 organizations to optimize Ping's value proposition.
• Hold quarterly business reviews (QBRs) with partner and Ping executive sponsors to review past performance and adjust marketing and business strategies.

What you'll need

• 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 of assigned partners and the end-to-end partner relationship.
• Referenceable network in market with partners for 10+ years, including small to medium consulting firms, Global SIs, and other channel partners (MSP, OEM or other partner categories).
• Proven success record of exceeding sales quota and 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 internal field sales teams.
• Proven ability to establish and grow business relationships at an executive level, with a history of developing and guiding multiple complex partnerships.
• 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 articulate complex concepts to both technical and non-technical audiences.
• Willingness to travel domestically and internationally as required.

Details

• Travel required.
• Base hiring range: $200,000-$215,000.
• Location: USA, remote.