Strategic Alliances Director

Ping Identity•Washington, DC

7h•$200,000 - $215,000•Hybrid

About The Position

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.

Requirements

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.

Responsibilities

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.