Director, Partner Operations

Cloud Services Data Analysis Salesforce CRM

As the Director of Partner Operations, you will lead the operational engine that powers our global partner ecosystem. You will be responsible for building and optimizing processes, tools, and programs that support all partner types—resell, referral, delivery, technology, MSP, and cloud marketplaces. You will collaborate closely with Sales Operations, Channel Sales, Alliances, Product, Finance, and Marketing to ensure our partner strategy is supported by scalable infrastructure and clear performance metrics. Please note: while this is a remote role, we are seeking candidates based in the Pacific or Mountain time zones to support close collaboration with our West Coast channel leadership.

Key responsibilities include:

• Partner Operations Strategy
• Lead the development and execution of partner operations strategy aligned to business growth goals.
• Design and implement scalable processes to support a diverse partner ecosystem, including resellers, referral partners, GSIs, SIs, MSPs, ISVs, and cloud marketplaces (e.g., AWS, Azure).
• Build dashboards and reporting frameworks to measure partner performance, pipeline, and influence.
• Sales Operations Alignment
• Partner with Sales Ops and RevOps to integrate partner data into core sales systems (Salesforce, PRM, BI tools).
• Optimize lead-to-cash processes for indirect routes, including partner deal registration, attribution, and compensation.
• Partner Program & Enablement
• Support ongoing evolution of Ping's partner program, tiers, incentives, and benefits.
• Ensure operational support for onboarding, certification, and enablement workflows.
• Track partner participation and compliance with program requirements.
• Technology & Systems Ownership
• Own or influence tools that support partner lifecycle (e.g., PRM, Salesforce, LMS, partner portals).
• Work with IT and vendors to enhance partner system capabilities and integrations.
• Cross-functional Leadership
• Serve as the key operations point of contact for Partner Sales, Alliances, and Executive Leadership.
• Collaborate with Product and Marketing teams to support GTM alignment with technology and cloud partners.

Qualifications include:

• 10+ years of experience in Sales Operations, Channel/Partner Operations, or similar roles in B2B SaaS environments.
• Deep understanding of partner ecosystems including VARs, GSIs, ISVs, MSPs, and hyperscalers.
• Strong experience with partner programs and partner enablement frameworks.
• Proven ability to manage and improve sales/partner systems and data quality across CRM and PRM platforms.
• Analytical mindset with experience in forecasting, attribution modeling, and performance analytics.
• Excellent project management and cross-functional communication skills.
• Familiarity with Salesforce, PRM tools (e.g., Impartner, Allbound, or similar), and BI/reporting platforms.
• Prior identity/security SaaS experience is a plus.

Compensation: $180,000–$200,000 base + variable bonus

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.

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We're growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that's who we want to succeed with every day.

Here are just a few of the things that make Ping special:

• A company culture that empowers you to do your best work.
• Employee Resource Groups that create a sense of belonging for everyone.
• Regular company and team bonding events.
• Competitive benefits and perks.
• Global volunteering and community initiatives

Our Benefits:

• Generous PTO & Holiday Schedule
• Parental Leave
• 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.

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.