Channels and Alliances Director

4 days ago

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Content Conspiracy

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Writing • Editing • Copywriting • Creative Communication • Content Strategy

2 - 10 employees

🤝 B2B

📱 Media

Description

• 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

Requirements

• 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

Benefits

• Generous PTO & Holiday Schedule • Parental Leave • Progressive Healthcare Options • Retirement Programs • Opportunity for Education Reimbursement • Commuter Offset (Specific locations)