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Ping Identity · 1 month ago

Senior Channel & Alliances Manager

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Ping Identity is dedicated to securing digital experiences and is seeking a Senior Channel & Alliances Manager to drive growth and market expansion through partnerships. The role focuses on developing and managing relationships within the partner ecosystem, ensuring success in promoting Ping's identity and access management solutions.

GovernmentIdentity ManagementSecuritySoftware

Comp. & Benefits

H1B Sponsor Likely

Responsibilities

Identify growth opportunities with target partner categories. Qualify & lead business case development

Identify new partnering opportunities including recruiting net new partners

Execute partner agreement processes that ensure partnerships align to Ping business objectives

Identify, lead, and build joint value propositions with partners

Build profitable, scalable and predictable partnerships

Execute internal enablement of partner sales practices working closely with the Sales team

Set and drive execution of partnerships to achieve target performance metrics, beginning with target setting, then monitoring ongoing performance management

Activate partners by successfully onboarding them, and driving weekly/monthly/quarterly business cadences & engagement practices

Foster 'whole partnership' motions with partners and all key points of contact across the business

Lead and drive business planning, both internally and externally

Set and lead ongoing external and internal business review cadences

Drive partner program utilization

Develop and maintain executive sponsor relationships for assigned partners

Map key partner organizational contacts, understanding the role & contribution of each contact towards the joint partnership, including escalation paths

Execute quality communication practices between Ping and partners, spanning all contacts. Maintain SFDC hygiene of partner accounts and contacts

Support the execution of marketing & demand generation activities with partners

Share and drive joint pursuits - qualify partner leads, build and develop partner originated pipeline with joint go-to-market plans and practices

Manage & own a partner forecast

Proactively facilitate connections and discussions between Ping and partners to progress deals to closure

Track and manage partner performance against revenue goals

Communicate and manage joint plans including expectation setting for partner training, certification and partner-led deployments

Drive performance against delivery goals (training, support, projects, CSAT) and drive necessary change to optimize/improve performance

Position & sell Ping expert services to partners and drive adoption

Surface issues to ensure awareness, and facilitate resolution of issues relating to recurring or significant partner performance with deployments

Qualification

Enterprise software partnership salesChannel sales strategiesJoint business plansExecutive relationship managementSalesforce.com familiarityBusiness acumenProblem-solving skillsCommunication skillsTeam collaborationFast-paced environment adaptability

Required

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

2+ years experience working with GSI's

Exposure to or knowledge of the identity access management industry

Benefits

Generous PTO & Holiday Schedule

Parental Leave

Progressive Healthcare Options

Retirement Programs

Opportunity for Education Reimbursement

Commuter Offset (Specific locations)

Company

Ping Identity

Glassdoor4.0

Ping Identity provides cloud-based identity management software for companies and government organizations.

Founded in 2002

Denver, Colorado, USA

1001-5000 employees

https://www.pingidentity.com

H1B Sponsorship

Ping Identity has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2025 (9)

2024 (3)

2023 (2)

2022 (3)

2020 (3)

Funding

Current Stage

Public Company

Total Funding

$128.35M

Key Investors

Kohlberg Kravis RobertsAppian VenturesGeneral Catalyst

2022-08-03Acquired

2019-09-18IPO

2014-09-18Series F· $35M

Leadership Team

Andre Durand

Founder & CEO

Loren Russon

SVP of Product & Technology