Channels & Alliance Director, Ping Identity
$147-183k
+ commission
This role requires 50% travel
Identity and access management solutions
Open for applications
Identity and access management solutions
1001+ employees
Open for applications
$147-183k
+ commission
This role requires 50% travel
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 Optiv Security, Inc. 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
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 Optiv Security, Inc
- This role will cover all of North America, focusing on driving sales and channel sales reseller execution, leveraging Optiv'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 Optiv Security, Inc., covering all of North America
- Drive sales and pipeline execution with Optiv, actively identifying and developing new business opportunities through their reseller channels
- Collaborate with Optiv's sales and technical teams to ensure successful positioning and adoption of Ping Identity solutions within their customer base
- Conduct regular business reviews with Optiv, 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 Optiv initiatives and ensure seamless execution
- Monitor market trends and competitive landscapes to identify new opportunities for partnership expansion and differentiation within the Optiv ecosystem
- Negotiate and manage partnership agreements, ensuring mutually beneficial terms and compliance
- Represent Ping Identity at industry events and conferences, fostering strong relationships with Optiv and promoting our value proposition
Our take
Ping Identity is a platform, delivered through both cloud services and on-premises software, providing 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.
According to the latest forecasts, the digital identity market is worth approximately $60 billion in 2025, with annual growth rates ranging from 16 to 21%, depending on the source. 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 in 2023 went some way to consolidating a firm rooting in the industry for both companies.
Now combined with Forgerock, PingIdentity has successfully attracted considerable funding and serves hundreds of brands, including Morningstar, Vodafone, and GEICO, as well as the governments of 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
(Founder & 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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