Role Purpose Statement:

Ping Identity is seeking a results-oriented player/coach to join our Partner Team as Director, Strategic Alliances. This critical role focuses solely on Global System Integrators (GSIs) in North America (US & Canada), combining strategic leadership with hands-on execution. The Director will manage a small team and take direct ownership of 1-2 GSI relationships. The role spans pre-sales and post-sales responsibilities, ensuring GSIs drive pipeline growth, deliver exceptional customer outcomes, and align with Ping Identity’s strategic objectives. This position reports to the Senior Director, Channels & Alliances in the Americas.

Key Responsibilities:

Lead and mentor a small team of strategic alliance directors Establish mutually committed business plans with GSIs, including joint goals, KPIs, and milestones. Track and manage partner forecasts, sales targets, and associated metrics, ensuring Salesforce hygiene for accurate reporting. Develop and maintain executive sponsorship relationships with GSI leaders to ensure ongoing alignment and strategic collaboration. Drive program adoption across GSI partners to maximize joint go-to-market (GTM) effectiveness. Lead and execute regular business reviews, ensuring accountability and alignment on shared objectives. Communicate and implement continuous enablement plans for GSI teams, equipping them to drive sales and deliver successful implementations. Facilitate resolution of partner-related challenges, ensuring smooth operations and issue management. Lead and coordinate comprehensive partner enablement, including training and solution readiness. Recruit and onboard new GSI partners, expanding Ping Identity’s ecosystem of strategic alliances. Negotiate and execute partnership agreements to formalize and strengthen relationships. Manage all aspects of Travel and Expense; support the marketing budget for GSI partners

 

Strategic Partnership Management:

Own the end-to-end lifecycle of assigned GSI relationships, spanning pre-sales engagement, solution development, and post-sales delivery. Collaborate with internal teams to ensure GSIs align with Ping Identity’s product strategy, marketing priorities, and sales objectives. Build joint GTM plans to address market needs, develop solutions, and drive pipeline acceleration.

 

Pre-Sales Collaboration:

Support field teams in leveraging GSIs for deal influence and account penetration. Drive accountability for pipeline creation and ensure GSIs contribute meaningfully to sales growth. Oversee the launch of joint solutions, aligning with customer requirements and market trends. Drive cross-functional support  across the organziation including the following teams: sales, marketing, enablement & training, legal, solution architects, program directors, delivery readiness, and customer success.

 

Post-Sales Accountability:

Ensure GSI partners deliver on customer commitments, supporting implementation and ongoing success. Collaborate with delivery and customer success teams to monitor partner performance and resolve delivery challenges. Hold GSI partners accountable for driving customer satisfaction and long-term success metrics.

 

People Leadership:

Lead and mentor a small team of strategic alliance directors, ensuring clarity of objectives and alignment with broader partner team goals. Foster a culture of accountability, collaboration, and continuous improvement within the team.

 

Required Skills & Qualifications:

Proven experience managing and building strategic alliances with Global System Integrators (GSIs), such as Accenture, PwC, or Deloitte. Demonstrated success in driving both pre-sales (pipeline growth, GTM strategy) and post-sales (delivery accountability, customer success) initiatives. Strong people management experience, with a track record of leading high-performing teams. Expertise in developing and executing mutually beneficial business plans with GSIs. Exceptional relationship management skills, with the ability to engage and influence executives internally and externally. Proficiency in managing partner forecasts, sales targets, and CRM tools (Salesforce experience is a plus). Ability to drive program adoption, lead enablement initiatives, and resolve partner-related issues effectively. Bachelor’s degree required; advanced degree in a business-related field preferred. Willingness to travel extensively within the Americas (US & Canada).

 

Desired Skills & Qualifications:

 

Experience with Salesforce.com and partner performance management dashboards. Referenceable knowledge and personal networks within GSIs, particularly Accenture. Advanced degree or specialized certifications in relevant fields. This role offers a unique opportunity to shape and scale Ping Identity’s GSI partnerships while driving measurable impact across sales and customer success.

USA: $150,000 - $180,000 + commissions

In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.