Ping Identity - Global VP & GM, Partner Ecosystem
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Requirements
• Executive Experience: Minimum of 15 years in business development or technology partnerships, including at least 3–5 years in a high-level leadership role (VP or equivalent). • Industry Expertise: Deep knowledge of the cybersecurity, Identity and Access Management (IAM), or SaaS landscape. • Industry Expertise: • Builder Mindset: Proven track record of building or fundamentally transforming a global partner ecosystem that drives material revenue impact. • Builder Mindset: • Commercial Acumen: Mastery in structuring complex revenue-sharing, co-selling, and licensing agreements. • Commercial Acumen: • Relationship Management: Exceptional ability to influence C-suite stakeholders at global tech giants and internal executive peers. • Relationship Management: • Operational Rigor: Experience managing complex organizational structures and using data-driven insights to steer partnership investments. • Operational Rigor: • Technical Literacy: Strong understanding of cloud architectures, API economies, and software integration patterns. • Technical Literacy: • Leadership: A track record of recruiting, retaining, and developing diverse, high-performing global teams. • Leadership: • Education: Bachelor’s or Master’s degree in Business, Computer Science, or a related field. • Education: • Preferred Attributes • Direct experience with major cloud platforms (AWS, Azure, GCP) and global system integrators. • Proven track record of driving significant indirect revenue through partner-led motions. • Familiarity with PRM tools and Salesforce-driven partner ecosystems. • Base Hiring Range: $225,000 - $275,000 + variable pay
Responsibilities
• Strategic Leadership: Define, build, and continuously refine the global technology partnership roadmap to align with corporate growth objectives and evolving market dynamics. • Strategic Leadership: • Ecosystem Orchestration: Identify and prioritize high-value alliances with cloud providers, GSIs, and independent software vendors (ISVs) to expand our market footprint. • Ecosystem Orchestration: • Cross-Functional GTM: Embed partners into the core GTM motion—co-selling, co-building, and co-delivering with Product, Engineering, Sales, and Customer Experience to drive joint customer outcomes. • Cross-Functional GTM: • Team Excellence: Scale and mentor a high-performing team of partnership professionals, fostering a culture of accountability and innovation. • Team Excellence: • Commercial Negotiation: Lead high-stakes negotiations for complex, multi-year partnership agreements that protect company interests while maximizing mutual value. • Commercial Negotiation: • Product Synergy: Drive the development of joint solutions that ensure interoperability and deliver outsized value to our shared customer base. • Product Synergy: • Performance Accountability: Own partner-sourced and partner-influenced revenue, pipeline contribution, and attach rates, and establish rigorous KPIs and partnership health metrics for the executive leadership team and Board. • Performance Accountability: • Market Advocacy: Serve as a primary spokesperson and thought leader at industry events, positioning Ping Identity as the partner of choice in the IAM space. • Market Advocacy: • Strategic Alignment: Advocate for partner needs internally to ensure engineering roadmaps and sales incentives support a "partner-first" philosophy. • Strategic Alignment:
Benefits
• 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.
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