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Ping Identity is seeking a Strategic Alliances Director to build and maintain strong relationships with Global System Integrator (GSI) partners, driving joint business development initiatives and ensuring partner success in promoting and delivering Ping's identity and access management solutions.
In this individual contributor role reporting to a regional Channel Director, you will be responsible for the full partner lifecycle with assigned GSI partners. Key responsibilities include:
• Build executive relationships with assigned GSI partners, hosting weekly or bi-weekly strategic calls to develop and execute go-to-market strategies
• Collaborate with Channel marketing to design and execute tailored marketing strategies with each GSI
• Develop a pipeline of opportunities with each partner (with preference for sourced deals) and report pipeline progression to sales leadership
• Drive revenue growth and new customer acquisitions through Ping's Channel program, meeting or exceeding plan expectations
• Work with the Technology Alliance team and VP of Strategic Programs to secure executive alignment within assigned GSI organizations
• Execute partner onboarding and enablement strategies at the field level
• Screen potential business deals by analyzing market strategies, requirements, and financials
• Attend industry events to collaborate with partners and generate incremental business
• Close new business deals by coordinating requirements, developing and negotiating contracts
• Measure and deliver success metrics to partners and the business; analyze business intelligence
• Collaborate with direct sales and marketing to optimize Ping's value proposition
• Conduct quarterly business reviews (QBRs) with partner and Ping executive sponsors
Required qualifications include extensive background in enterprise software partnership sales and solution delivery, strong understanding of channel sales strategies and system integrators, proven ability to take complete ownership of partner relationships, a referenceable network of 10+ years with consulting firms and Global SIs, consistent track record of exceeding sales quotas and KPIs, demonstrated ability to develop and execute joint business plans, and ability to drive field engagement for pipeline development. Travel is required.
