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Strategic Alliances Director

USA - REMOTE

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. 

Role Purpose Statement:

Ping Identity is seeking a results-oriented player/coach to join our Partner Team as Director, Strategic Alliances. This critical role focuses solely on Global System Integrators (GSIs) in North America (US & Canada), combining strategic leadership with hands-on execution. The Director will manage a small team and take direct ownership of 1-2 GSI relationships. The role spans pre-sales and post-sales responsibilities, ensuring GSIs drive pipeline growth, deliver exceptional customer outcomes, and align with Ping Identity’s strategic objectives. This position reports to the Senior Director, Channels & Alliances in the Americas.

Key Responsibilities:

  • Lead and mentor a small team of strategic alliance directors
  • Establish mutually committed business plans with GSIs, including joint goals, KPIs, and milestones.
  • Track and manage partner forecasts, sales targets, and associated metrics, ensuring Salesforce hygiene for accurate reporting.
  • Develop and maintain executive sponsorship relationships with GSI leaders to ensure ongoing alignment and strategic collaboration.
  • Drive program adoption across GSI partners to maximize joint go-to-market (GTM) effectiveness.
  • Lead and execute regular business reviews, ensuring accountability and alignment on shared objectives.
  • Communicate and implement continuous enablement plans for GSI teams, equipping them to drive sales and deliver successful implementations.
  • Facilitate resolution of partner-related challenges, ensuring smooth operations and issue management.
  • Lead and coordinate comprehensive partner enablement, including training and solution readiness.
  • Recruit and onboard new GSI partners, expanding Ping Identity’s ecosystem of strategic alliances.
  • Negotiate and execute partnership agreements to formalize and strengthen relationships.
  • Manage all aspects of Travel and Expense; support the marketing budget for GSI partners

 

Strategic Partnership Management:

  • Own the end-to-end lifecycle of assigned GSI relationships, spanning pre-sales engagement, solution development, and post-sales delivery.
  • Collaborate with internal teams to ensure GSIs align with Ping Identity’s product strategy, marketing priorities, and sales objectives.
  • Build joint GTM plans to address market needs, develop solutions, and drive pipeline acceleration.

 

Pre-Sales Collaboration:

  • Support field teams in leveraging GSIs for deal influence and account penetration.
  • Drive accountability for pipeline creation and ensure GSIs contribute meaningfully to sales growth.
  • Oversee the launch of joint solutions, aligning with customer requirements and market trends.
  • Drive cross-functional support  across the organziation including the following teams: sales, marketing, enablement & training, legal, solution architects, program directors, delivery readiness, and customer success.

 

Post-Sales Accountability:

  • Ensure GSI partners deliver on customer commitments, supporting implementation and ongoing success.
  • Collaborate with delivery and customer success teams to monitor partner performance and resolve delivery challenges.
  • Hold GSI partners accountable for driving customer satisfaction and long-term success metrics.

 

People Leadership:

  • Lead and mentor a small team of strategic alliance directors, ensuring clarity of objectives and alignment with broader partner team goals.
  • Foster a culture of accountability, collaboration, and continuous improvement within the team.

 

Required Skills & Qualifications:

  • Proven experience managing and building strategic alliances with Global System Integrators (GSIs), such as Accenture, PwC, or Deloitte.
  • Demonstrated success in driving both pre-sales (pipeline growth, GTM strategy) and post-sales (delivery accountability, customer success) initiatives.
  • Strong people management experience, with a track record of leading high-performing teams.
  • Expertise in developing and executing mutually beneficial business plans with GSIs.
  • Exceptional relationship management skills, with the ability to engage and influence executives internally and externally.
  • Proficiency in managing partner forecasts, sales targets, and CRM tools (Salesforce experience is a plus).
  • Ability to drive program adoption, lead enablement initiatives, and resolve partner-related issues effectively.
  • Bachelor’s degree required; advanced degree in a business-related field preferred.
  • Willingness to travel extensively within the Americas (US & Canada).

 

Desired Skills & Qualifications:

 

  • Experience with Salesforce.com and partner performance management dashboards.
  • Referenceable knowledge and personal networks within GSIs, particularly Accenture.
  • Advanced degree or specialized certifications in relevant fields.
  • This role offers a unique opportunity to shape and scale Ping Identity’s GSI partnerships while driving measurable impact across sales and customer success.

USA: $150,000 - $180,000 + commissions

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.

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