Channels & Alliances Director

**About Ping Identity**:
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
- Utilise partner network pro-actively
- 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 indu