Channel & Alliances Director - US Public Sector

As the Channels & Alliances Director - Federal at Ping Identity, you will play a pivotal role in driving growth and market expansion within the U.S. Federal sector. This role will focus on developing, managing, and scaling strategic partnerships with Federal System Integrators (FSIs), Value-Added Resellers (VARs), Alliances), and other key public sector channel partners. Your primary responsibility will be to build and maintain strong relationships with these partners, driving joint business development initiatives and ensuring their success in promoting and delivering Ping Identity's industry-leading identity and access management solutions to Federal customers. This role requires a deep understanding of public sector channel sales strategies, Federal acquisition processes, and compliance requirements, as well as a proven track record of success in a similar role within the software industry.

• Identify growth opportunities with Federal System Integrators, Value-Added Resellers, and Public Sector-focused partners.
• Qualify & lead business case development to expand Ping Identity's presence within the Federal sector.
• Identify and recruit net-new partners to strengthen Ping Identity's Federal partner ecosystem.
• Execute partner agreement processes that ensure partnerships align to Ping Identity's public sector business objectives.
• Develop joint value propositions with partners to drive business success in the Federal market.

• Build profitable, scalable, and predictable Federal partnerships.
• Execute internal enablement strategies to support partner sales practices, working closely with Ping Identity's Federal Sales team.
• Define and drive execution plans to achieve target performance metrics, including revenue goals and partner engagement levels.
• Establish ongoing engagement practices, including weekly, monthly, and quarterly business cadences with Federal partners.
• Foster a "whole partnership" approach by engaging with all key points of contact across partner organizations.

• Lead and drive strategic business planning, both internally and externally, with Federal partners.
• Set and manage ongoing external and internal business review cadences.
• Drive utilization of Ping Identity's Federal partner program, ensuring compliance with public sector regulatory requirements.
• Develop and maintain executive sponsor relationships with assigned partners.
• Map key partner organizational contacts, understanding their roles and contributions to the joint partnership.
• Maintain effective communication between Ping Identity and Federal partners, ensuring seamless collaboration.
• Ensure SFDC (Salesforce) hygiene of partner accounts and contacts for accurate tracking.

• Drive joint go-to-market initiatives, including marketing & demand generation activities with Federal partners.
• Share and drive joint pursuits, qualifying partner leads and developing Federal partner-originated pipeline opportunities.
• Own and manage a Federal partner forecast, ensuring revenue targets are met.
• Proactively facilitate connections between Ping Identity and Federal partners to accelerate deal closures.
• Track and manage Federal partner performance against revenue and enablement goals.

• Define joint expectations for partner training, certification, and partner-led deployments within Federal agencies.
• Drive performance against delivery goals, ensuring Federal partners meet training, support, and deployment objectives.
• Promote Ping Identity's expert services to Federal partners and drive adoption of support offerings.
• Identify and resolve issues affecting partner performance in Federal deployments, ensuring successful project execution.

• Extensive background in enterprise software partnership sales and solution delivery within the U.S. Federal sector.
• Deep understanding of Federal channel sales strategies, procurement processes, and compliance requirements.
• Proven ability to develop and execute joint business plans with Federal System Integrators and VARs, driving revenue growth.
• Demonstrated success in managing and growing complex Federal partnerships at an executive level.
• Strong business acumen and ability to drive field engagement to produce meaningful Federal pipeline development.
• Track record of exceeding sales quotas and achieving Federal sector-specific key performance metrics.
• Ability to work independently and collaboratively with cross-functional teams.
• Excellent communication and presentation skills, with experience interacting with Federal stakeholders.
• Willingness to travel domestically as required to engage with partners and Federal customers.

• Experience working with U.S. Federal government contracting vehicles, procurement cycles, and compliance frameworks (e.g., FedRAMP, FISMA, DFARS, NIST 800-53).
• Familiarity with Salesforce.com and Federal pipeline management best practices.
• 5+ years working for a U.S.-based software company with a focus on public sector channel sales.
• 2+ years experience working with Federal GSIs and resellers.
• Exposure to or knowledge of the identity and access management (IAM) industry and Federal cybersecurity requirements.

USA: $150,000 - $175,000 + 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.