Senior Technology Alliances Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Identify, prioritize, and finalize strategic business development relationships with Frontier AI technology providers, including foundation model labs, AI infrastructure platforms, hyperscalers, and emerging AI-native startups.

• Manage the entire partnership lifecycle, from opportunity identification and collaborative business planning to integration, co-sell enablement, and measurable revenue outcomes.

• Convert Ping's Identity for AI vision into collaborative solutions and go-to-market strategies with partners, closely collaborating with Product, Engineering, Marketing, and Sales teams.

• Serve as the main relationship owner and trusted advisor for key Frontier AI partners, representing Ping at partner briefings, industry events, and executive forums in the Bay Area and beyond.

• Construct and defend business cases for partnerships, monitoring KPIs, pipeline impact, and adoption to continually enhance program investment and partner prioritization.

• Act as the internal voice of the Frontier AI partner ecosystem, influencing Ping's product roadmap and competitive positioning as agentic AI and identity standards evolve rapidly.

• Utilize AI tools and automation to enhance partner engagement, research, and reporting, operating with the speed and precision required in the Frontier AI market.

• Navigate co-opetition dynamics with care, fostering robust relationships even when partners and Ping compete for platform relevance.

⛳️ Requirements

• 5+ years of experience in business development, technology alliances, or partner management, with a proven record of establishing and scaling partnerships with technology platforms or hyperscalers.

• Direct experience collaborating with or working within the AI/ML ecosystem, including foundation model providers, AI infrastructure firms, or cloud AI platforms.

• Familiarity with identity and access management, zero trust architecture, or a strong aptitude to quickly gain proficiency in these areas.

• Comfort in navigating a nascent, fast-paced market; you have previously developed zero-to-one partner motions and thrive in ambiguous situations.

• Demonstrated ability to create joint business cases and go-to-market strategies that resonate with both technical and executive audiences.

• Strong executive presence and negotiation skills, with an established network in the Silicon Valley AI and cloud ecosystem.

• Data-driven partnership management approach: adept at creating dashboards, tracking KPIs, and linking partner activities to pipeline and revenue.

• High-agency, extreme-ownership working style; you drive progress independently and hold yourself accountable for results.

• Located in or willing to work from Silicon Valley, with the ability to travel to partner locations, industry events, and Ping's Denver headquarters as required.

🏝️ Benefits

• Generous PTO & Holiday Schedule

• Parental Leave

• Progressive Healthcare Options

• Retirement Programs

• Opportunity for Education Reimbursement

• Commuter Offset (Specific locations)