Channel Account Manager
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Job Description
Channel Account Manager driving partner-led new-logo growth for Ping Identity’s enterprise identity and access management platform. Building partner strategies, pipeline, field programs, and repeatable go-to-market plays.
Responsibilities:
- Own the Enterprise partner strategy and plan, focusing on new-logo acquisition, regional coverage, partner priorities, and measurable outcomes
- Build relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations
- Work 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
- Help teams identify opportunities, coordinate pursuits, and progress new-logo deals
- Set up and support regional partner events, field meetings, account-mapping sessions, enablements, workshops, roundtables, and other engagement activities
- Develop repeatable partner go-to-market plays and practical enablement
- Partner with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams
- Track partner activity, event engagement, sourced and influenced pipeline, new-logo progress, and follow-through
- Use data to focus time and investment where it will have the greatest impact
- Expand productive partner coverage, increase partner-led new-logo pipeline, improve rep-to-rep engagement, and turn regional activity into repeatable growth
Requirements:
- 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
- Track record of building partner programs, joint account plans, field motions, or other repeatable go-to-market plays
- Strong field presence and ability to engage credibly with partner executives, sellers, technical teams, and sales leaders
- Excellent communication and facilitation skills
- Positive, practical, and collaborative approach; ability to create momentum and follow through
- Willingness to travel regularly and spend meaningful time with partners, customers, and internal teams in the field
- Experience in cybersecurity, identity and access management, or another complex enterprise technology category is a bonus
- Experience with national and regional partners or building partner coverage in new territories is a bonus
- Experience planning and executing regional partner events, roundtables, workshops, or field marketing programs is a bonus
- Experience creating partner enablement programs, certifications, technical workshops, or sales plays is a bonus
- Experience working with sales development, account executives, and partner sellers to create net-new opportunities is a bonus
- Relevant degree or equivalent experience and/or cybersecurity or channel-related certifications are bonus qualifications
Benefits:
- Flexible, collaborative work environment
- Employee Resource Groups
- Regular company and team bonding events
- Competitive benefits and perks
- Global volunteering and community initiatives
- Generous PTO and holiday schedule
- Parental leave
- Progressive healthcare options
- Retirement programs
- Opportunity for education reimbursement
- Commuter offset for specific locations
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