Senior Technology Alliances Manager

🔥 13 hours ago

🏄 California – Remote

🏄 California – Remote

💵 $128k - $160k / year

⏰ Full Time

🟠 Senior

🤖 Artificial Intelligence

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Ping Identity

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 $35M Series F - Ping Identity on 2014-09

Cybersecurity • SaaS • Enterprise

Ping Identity is a leading provider of identity and access management (IAM) solutions, delivering secure, scalable, and flexible identity services for enterprises and large organizations. The company offers cloud and on-premises platforms (including PingOne and Helix AI-powered capabilities) to manage authentication, access, orchestration, fraud prevention, and decentralized identity across customers, employees, and third parties. Ping Identity focuses on reducing fraud, improving user experiences, and supporting complex deployment needs for sectors like government, financial services, healthcare, retail, and media.

📋 Description

• Identify, prioritize, and close strategic business development relationships with Frontier AI technology providers (foundation model labs, AI infrastructure platforms, hyperscalers, and emerging AI-native startups). • Own end-to-end partnership lifecycles - from opportunity scoping and joint business planning through integration, co-sell enablement, and measurable revenue outcomes. • Translate Ping's Identity for AI vision into joint solutions and go-to-market plays with partners, working closely with Product, Engineering, Marketing, and Sales. • Act as the primary relationship owner and trusted advisor to key Frontier AI partners, representing Ping externally at partner briefings, industry events, and executive forums in the Bay Area and beyond. • Build and defend partnership business cases, tracking KPIs, pipeline impact, and adoption to continuously optimize program investment and partner prioritization. • Serve as the internal voice of the Frontier AI partner ecosystem, influencing Ping's product roadmap and competitive positioning as agentic AI and identity standards rapidly evolve. • Leverage AI tools and automation to scale partner engagement, research, and reporting - operating with the speed and precision the Frontier AI market demands. • Navigate co-opetition dynamics thoughtfully, building durable relationships even where partners and Ping compete for platform relevance.

🎯 Requirements

• 5+ years in business development, technology alliances, or partner management, with a track record of building and scaling partnerships with technology platforms or hyperscalers. • Direct experience partnering with or working inside the AI/ML ecosystem - foundation model providers, AI infrastructure companies, or cloud AI platforms. • Working knowledge of identity and access management, zero trust architecture, or a strong ability to quickly become fluent in it. • Comfort operating in a nascent, fast-moving market - you've built zero-to-one partner motions before and are energized by ambiguity, not slowed by it. • Proven ability to build joint business cases and GTM plays that resonate with both technical and executive audiences. • Executive presence and negotiation skill, with a network across the Silicon Valley AI and cloud ecosystem. • Data-driven approach to partnership management: comfortable building dashboards, tracking KPIs, and tying partner activity to pipeline and revenue. • High-agency, extreme-ownership operating style - you drive progress without waiting for direction and hold yourself accountable for outcomes. • Based in or willing to work from Silicon Valley, with the flexibility to travel to partner sites, industry events, and Ping's Denver HQ as needed.

🏖️ Benefits

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