Strategic Alliances Director

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Establish and nurture executive relationships with designated Global System Integrator (GSI) partners, conducting weekly or bi-weekly calls with GSI sponsors to formulate and implement go-to-market strategies.

• Collaborate with Channel Marketing to devise and execute marketing initiatives alongside assigned GSIs.

• Develop opportunity pipelines in partnership with each GSI and communicate pipeline advancements to sales leadership.

• Drive revenue growth and new customer acquisitions through Ping's Channel program, meeting or surpassing planned expectations.

• Partner with the Technology Alliance team and the VP of Strategic Programs to achieve executive alignment among assigned GSIs.

• Implement partner onboarding and enablement strategies at the field level.

• Evaluate potential business opportunities by assessing market strategies, deal requirements, and financial considerations.

• Participate in industry events and work collaboratively with partners to generate additional business opportunities.

• Finalize new business agreements by coordinating requirements, negotiating contracts, and integrating contractual obligations with business operations.

• Measure and present success metrics to partners and the business, along with analyzing business intelligence.

• Work in conjunction with direct sales and marketing teams to enhance Ping's value proposition.

• Conduct quarterly business reviews with partners and Ping executive sponsors to assess performance and refine strategies.

⛳️ Requirements

• Comprehensive experience in enterprise software partnership sales and solution delivery.

• Profound understanding of channel sales strategies, partner ecosystems, and system integrators.

• Proven and consistent ability to take full ownership of assigned partners and manage the complete partner-to-Forgerock relationship.

• Established network in the market with partners for over 10 years, including small to medium-sized consulting firms, Global SIs, and various other channel partners (MSP, OEM, or other partner categories).

• Documented success in surpassing sales quotas and other critical performance metrics.

• Demonstrated capability to create and execute joint business plans with partners, driving revenue growth.

• Ability to foster field engagement to yield significant pipeline development with partners and internal field sales teams.

• Proven track record of building and expanding business relationships at the executive level, successfully developing and managing multiple complex partnerships.

• Strong problem-solving abilities and capacity to thrive in a fast-paced environment while managing change effectively.

• History of recruiting and nurturing productive new partners.

• Capacity to work both independently and collaboratively within a team.

• Strong business acumen.

• Exceptional communication and presentation skills, capable of conveying complex concepts to both technical and non-technical audiences.

• Willingness to travel domestically and internationally as required.

🏝️ Benefits

• A company culture that enables you to perform at your best.

• Employee Resource Groups fostering a sense of belonging for all.

• Regular team-building and company bonding activities.

• Attractive benefits and perks.

• Global volunteering and community engagement initiatives.

• Generous PTO and holiday schedule.

• Parental leave.

• Progressive healthcare options.

• Retirement plans.

• Opportunities for education reimbursement.

• Commuter offset (specific locations).

• Flexible, collaborative work environment.