Channels & Alliance Director, ForgeRock
$147-183k
+ Commission. Salary applicable to Co applicants, may vary for other locations
Identity and access management solutions
Be an early applicant
Identity and access management solutions
1001+ employees
Be an early applicant
$147-183k
+ Commission. Salary applicable to Co applicants, may vary for other locations
1001+ employees
Company mission
To make digital experiences both secure and seamless for all users, without compromise.
Role
Who you are
- 10+ years of experience in channel management, strategic alliances, or a similar role within the enterprise software industry
- Proven track record of developing and executing successful partnership strategies, specifically with a focus on reseller execution
- Direct ecosystem experience and a strong working relationship with GuidePoint Security is highly desirable
- Strong business acumen with a demonstrated ability to create and present compelling business plans and quarterly business reviews, particularly in a channel sales context
- Experience collaborating with cross-functional teams, including marketing, product, sales, and legal
- Excellent communication, negotiation, and presentation skills
- Deep understanding of identity and access management (IAM) solutions and the broader cybersecurity landscape is highly desirable
- Ability to travel as required
What the job involves
- Reporting to the Americas VP - Alliances and Channels, the National Alliance Manager will be responsible for developing and executing a comprehensive go-to-market (GTM) strategy with GuidePoint Security
- This role will cover all of North America, focusing on driving sales and channel sales reseller execution, leveraging GuidePoint Security's ecosystem to maximize mutual success
- You will work cross-functionally with marketing, product, sales, and legal teams to achieve our shared objectives
- Develop and execute a comprehensive GTM strategy with GuidePoint Security, covering all of North America
- Drive sales and pipeline execution with GuidePoint Security, actively identifying and developing new business opportunities through their reseller channels
- Collaborate with GuidePoint Security's sales and technical teams to ensure successful positioning and adoption of Ping Identity solutions within their customer base
- Conduct regular business reviews with GuidePoint Security, including quarterly business reviews (QBRs), to assess performance, identify areas for growth, and adjust strategies as needed
- Work closely with internal cross-functional teams, including marketing, product, sales, and legal, to support GuidePoint Security initiatives and ensure seamless execution
- Monitor market trends and competitive landscapes to identify new opportunities for partnership expansion and differentiation within the GuidePoint Security ecosystem
- Negotiate and manage partnership agreements, ensuring mutually beneficial terms and compliance
- Represent Ping Identity at industry events and conferences, fostering strong relationships with GuidePoint Security and promoting our value proposition
Our take
PingIdentity is a platform, delivered through both cloud services and on-premises software, that is used to provide a comprehensive Identity and Access Management service. In today’s highly connected digital world, digital identity management services — the process of identifying and authenticating users on networks to access services — has become a key aspect of interacting on the internet.
The digital identity market is worth approximately $30 billion today but growing at upwards of 18.5% and potentially as big as $100 billion by 2024, according to the latest forecasts. Consequently, competition is heavy for PingIdentity, with some other strong players in the various branches of identity management including Okta, LastPass, and Duo Security. The merger between PingIdentity and ForgeRock went some way to consolidating a firm rooting in the industry for both companies.
The now combined, PingIdentity and Forgerock have successfully attracted considerable funding and serve hundreds of brands, including Morningstar, Vodafone, and GEICO as well as governments like Norway, Canada, and Belgium. Alongside this, both companies were acquired by the leading software investment firm, Thoma Bravo in 2022 before the merger. This acquisition offered a unique opportunity for PingIdentity to further grow and marked the beginning of an exciting new chapter for the combined company and its customers.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2020
$93.5m
SERIES E
Sep 2017
$88m
SERIES D
Total funding: $233.5m
Company benefits
- AD&D: Benefit to financially help loved ones in case of accidental death or disability
- 100% Company paid Health Care options
- Vacation Allowance
- Health and Wellbeing resources
- Parental Leave and Family Bonding
- Expert Eye Care and the lastest eye wear
- Range of dental coverage
- Retirement programs with several investment options and financial planning services
- Employee Assistance Program
- Free lunches, snacks, and drinks
- Commuter Offset
Leadership
Andre Durand
(CEO)Is on the board for Jamf, Executive Chairman of Identiverse. Previously the Co-Founder of Digital ID World, LLC and Founder and General Manager of Jabber, Inc.
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