Note: The job is a remote job and is open to candidates in USA. Ping Identity is seeking a field-facing Channel Account Manager to lead partner strategy for its Enterprise team. The role focuses on building partner relationships, driving joint sales activity and new-logo pipeline, and developing repeatable regional go-to-market programs.
Responsibilities
- Own the Enterprise partner strategy and plan, with a clear focus on new-logo acquisition, regional coverage, partner priorities, and measurable outcomes
- Build trusted relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations, while working in the field with partners and Ping sales teams to identify target accounts and create joint account plans
- Drive rep-to-rep engagement between Ping sellers and partner sellers, helping teams identify opportunities, coordinate pursuits, and progress new-logo deals
- Set up and support regional partner events, including field meetings, account-mapping sessions, enablements, workshops, roundtables, and other activities designed to create partner-to-partner engagement and qualified pipeline
- Develop repeatable partner go-to-market plays and practical enablement that help partners position Ping Identity, engage new enterprise accounts, and progress opportunities
- Partner with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams to remove friction and help partners win and deliver successfully
- Track partner activity, event engagement, sourced and influenced pipeline, new-logo progress, and follow-through; use the data to focus time and investment where it will have the greatest impact
- Deliver measurable impact by expanding productive partner coverage, increasing partner-led new-logo pipeline, improving rep-to-rep engagement, and turning regional activity into repeatable growth
Skills
- 10+ years of experience in channel, alliances, partner sales, or a related go-to-market role in enterprise technology
- Experience working with partners to acquire new customers and build sourced or influenced pipeline in the Enterprise market
- Experience managing or developing relationships with integrators, resellers, delivery partners, and/or distributors
- A track record of building partner programs, joint account plans, field motions, or other repeatable go-to-market plays—not simply managing existing relationships
- Strong field presence and the ability to engage credibly with partner executives, sellers, technical teams, and Ping sales leaders
- Excellent communication and facilitation skills, including the ability to create productive rep-to-rep conversations and turn meetings into clear next steps
- A positive, practical, and collaborative approach; you create momentum, follow through on commitments, and are comfortable operating in a changing environment
- Experience in cybersecurity, identity and access management, or another complex enterprise technology category
- Experience working with both national and regional partners, or building partner coverage in new territories
- Experience planning and executing regional partner events, roundtables, workshops, or field marketing programs
- Experience creating partner enablement programs, certifications, technical workshops, or sales plays
- Experience working with sales development, account executives, and partner sellers to create net-new opportunities
- Enthusiasm for representing the company at partner forums, industry events, roundtables, and other public-facing engagements
- A relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications
Benefits
- Commission
- A flexible, collaborative work environment
- 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
- Global volunteering and community initiatives
- Generous PTO & Holiday Schedule
- Parental Leave
- Progressive Healthcare Options
- Retirement Programs
- Opportunity for Education Reimbursement
- Commuter Offset (Specific locations)
Company Overview
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