Channels & Alliances Director

3 weeks ago

Singapore Tbwa ChiatDay Inc Full time

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.
Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.
While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Diversity, reminds us to celebrate differences so you are empowered to bring your authentic self to work.
We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.
The Role:
Reporting to the RVP, Asia, this is a strategic role as we accelerate our growth at this crucial stage in our company’s development. You will be tasked with driving sales through partners in Asia, work with global alliance partners and local channels to sell through, sell with or influence Ping Identity revenue depending on the specific opportunity.
Ping’s growth now requires repeatable success. You will have evidence of solution selling and success in building extraordinary partner relationships. The ability to leverage the partner community, architect solutions, and reach into a well-established network will position you for future success.
In order to acquire, retain and extend customer relationships through partners, you will be a high performer who uses data, previous experience and current feedback to finesse your approach. Focused on the work needed to be done, and culturally conscious of the way to do the work, you will be constantly aware of the true measurements of success. Your mindset should be passionate, authentic, and hungry, with a natural ability to find the best opportunities and to drive them to successful conclusions.
Responsibilities:
Position Ping Identity as the company of choice for Identity & Access Management with partners in Asia & India
Create, implement, measure, and review a plan that drives achievement of performance goals aligned to the regional sales strategy
Position and articulate Ping Identity’s value proposition to strategic partners, with a view to driving business value to these partners and therefore maximizing the business opportunity
Be the visible contact point for the relevant partners across Asia, within Ping Identity
Has established related C Level contacts in partners, especially in GSI and regional SIs in the region.
Work closely with partners to generate gross and qualified pipeline
Conduct joint visits with partners to customer environments to play a direct role in the qualification and development of sales opportunities
Drive Quarterly Business Reviews with selected partners for commitment to Ping's business at the highest level of executives in partners' organisations
Report on sales activity and performs forecast commitment
Identify and pursue opportunities to expand business activities within areas of responsibility with and through partners in the region
Establish working relationships with partners which support the achievement of mutual business goals
Complies with all relevant systems and procedures
Provide partner feedback to marketing, customer success, product management and engineering teams
Coach/mentor new team members as needed
Accurately forecast and achieve sales targets
Work collaboratively to acquire additional/specialist resources, including Legal, Finance and Marketing
Build relationships with partners as necessary - previous executive engagement and a network is key to the success of this role
Skills & Qualifications:
History of developing and executing alliance partner go-to-market plans, generating pipeline against given targets and sourcing new business with proven track record within a cloud-first and hybrid software solution in Asia
Successful record in dealing with the stakeholders in partner network
Ability to drive field engagement to produce meaningful pipeline generation
Expertise in technology sales, preferably software and management of strategic partners
Results oriented with multiple years meeting or exceeding channel quota within the market
Sustainable record of signing strategic and large projects > $1M with a long and complex sales cycles through partners
At least 10 years of experience in channel sales and/or channel management and 10 years of experience in industry with access to the relevant C Level contacts in key partners, especially GSIs and regional SIs.
Deep knowledge of the relevant key drivers of change in the industry
Knowledge of the security/Identity market a plus
Trained in Value Selling and account planning Methodologies.
Hunter mentality
Good interpersonal skills to align and foster positive working relationships across the organization
Good communicator and team player
Excellent spoken and written communication, interpersonal, relationship building skills
Ability to travel
Sound business acumen skills; thrive in a fast-paced, dynamic work environment
Salesforce.com familiarity is a plus
Life at Ping:
We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.
Here are just a few of the things that make Ping special:
A company culture that empowers you to do your best work.
Employee Resource Groups that create a sense of belonging for everyone.
Regular company and team bonding events.
Competitive benefits and perks.
Global volunteering and community initiatives
Generous PTO & Holiday Schedule
Progressive Healthcare Options
Retirement Programs
Opportunity for Education Reimbursement
Commuter Offset (Specific locations)
Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
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