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Strategic Alliances Director

GBR - Remote - London

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. One of our core values, Respect Diversity, 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 Role: 

As a Channels & Alliances Director at Ping Identity, you will play a pivotal role in driving the company's growth and market expansion by developing and managing partnerships with a focus on Global System Integrators in the United Kingdom & Ireland, as well as in our Northern Europe region (BeNeLux & Nordics). 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.

 

Responsibilities:

Partner Business Development: 

    1. Identify growth opportunities with target partner categories. Qualify & lead business case development.
    2. Identify new partnering opportunities including recruiting net new partners.
    3. Execute partner agreement processes that ensure partnerships align to Ping business objectives.
    4. Identify, lead, and build joint value propositions with partners. 

Develop Partnerships: 

    1. Build profitable, scalable and predictable partnerships.
    2. Execute internal enablement of partner sales practices working closely with the Sales team.
    3. Set and drive execution of partnerships to achieve target performance metrics, beginning with target setting, then monitoring ongoing performance management.
    4. Activate partners by successfully onboarding them, and driving weekly/monthly/quarterly business cadences & engagement practices.
    5. Foster “whole partnership” motions with partners and all key points of contact across the business. 

Deliver Durable Partnerships: 

    1. Lead and drive business planning, both internally and externally.
    2. Set and lead ongoing external and internal business review cadences.
    3. Drive partner program utilization. 
    4. Develop and maintain executive sponsor relationships for assigned partners.
    5. Map key partner organizational contacts, understanding the role & contribution of each contact towards the joint partnership, including escalation paths.
    6. Execute quality communication practices between Ping and partners, spanning all contacts. Maintain SFDC hygiene of partner accounts and contacts.

Achieve Revenue Targets: 

    1. Support the execution of marketing & demand generation activities with partners.
    2. Share and drive joint pursuits - qualify partner leads, build and develop partner originated pipeline with joint go-to-market plans and practices.
    3. Manage & own a partner forecast.
    4. Proactively facilitate connections and discussions between Ping and partners to progress deals to closure.
    5. Track and manage partner performance against revenue goals.

Ensure Partners Deliver Customer Success: 

    1. Communicate and manage joint plans including expectation setting for partner training, certification and partner-led deployments.
    2. Drive performance against delivery goals (training, support, projects, CSAT) and drive necessary change to optimize/improve performance. 
    3. Position & sell Ping expert services to partners and drive adoption.
    4. Surface issues to ensure awareness, and facilitate resolution of issues relating to recurring or significant partner performance with deployments. 

 

Required Skills & Qualifications: 

  • 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 Ping 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.

Preferred:

  • Salesforce.com familiarity
  • 5+ years working for US HQ Software companies a strong advantage
  • Exposure to or knowledge of the identity access management industry

 

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.

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