Channel Account Manager

Ping Identity; Sydney; On-site; AUD 100,000 - 140,000; Full time

Benefits offered by this job

Competitive benefits and perks

Generous PTO & Holiday Schedule

Retirement Programs

Job summary

Ping Identity is hiring a Channel Account Manager to support the growth of its partner ecosystem in Australia and New Zealand. You will collaborate with the sales team to enable partners, drive joint GTM initiatives, and manage partner programs and agreements.

You will coordinate training, deal registrations and quarterly reviews, while building strong cross-functional relationships to deliver mutual business outcomes in a fast-growing cybersecurity SaaS environment.

Qualifications

• 3+ years experience managing partners in a SaaS environment.
• Experience with partner enablement and joint value propositions.
• Strong communication and relationship-building with partners and internal teams.

Responsibilities

• Support and manage partner relationships across Australia & New Zealand.
• Collaborate with sales to enable partners and drive joint GTM initiatives.
• Coordinate partner programs, training, deal registrations and performance reviews.
• Drive partner communications, quarterly business reviews and co-marketing activities.
• Assist in joint business planning and ensuring agreements are in place.

Skills

Partner ecosystem management

Sales enablement

CRM systems (Salesforce)

Cross-functional collaboration

Communication skills

Tools

Salesforce

Job description

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture.We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.

The Channel Account Manager (CAM) at Ping Identity plays a vital role in supporting the growth and success of the company's channel and alliances GTM. This role involves collaborating with the Partner ecosystem to develop and manage partnerships, help drive joint business development initiatives, and ensure effective communication and coordination with our channel partners.

The CAM will contribute to the expansion of Ping Identity's market reach and the achievement of revenue goals.

• Reporting into the VP of Partnerships APJ, you will manage and support target partners across all Partner tiers helping to manage our partners across Australia and New Zealand.
• Work closely with the sales team across Australia and New Zealand to support their regional GTM requirements
  • Important - You will ensure the Ping sales team are able to focus on finding, qualifying and closing opportunities with our partners - you act as the conduit between our sales team and our partners
• Support and drive the development of joint value propositions with our partners.
• Collaborate with partners to execute partner agreements and ensure other agreements are in place as required.
• Assist in driving partner enablement, including the development of sales practices and training programs.
• Help partners with deal registrations, portal access, program benefits etc.
• Contribute to tracking partner performance against agreed-upon metrics, such as revenue targets and pipeline development.
• Foster collaborative relationships with partners through ongoing engagement, communication, and business reviews.
• Support the execution of marketing and demand generation activities with partners to drive brand awareness and lead generation.
• Support the promotion and engagement with the Ping Partner program and related tools and processes.
• Assist in coordinating and participating in joint business planning activities with partners.
• Collaborate with internal teams to ensure effective communication and coordination with partners.
• Assist in ensuring partner success by monitoring delivery quality, customer satisfaction, and support.
• Contribute to joint pursuits with partners, identifying and developing sales opportunities and impacting existing opportunities to close with the influence of Partners.
• Stay updated on industry trends, market dynamics, and competitor activities to identify new business opportunities and challenges

Required Skills & Qualifications:

• This role is based in Sydney or Melbourne.
  • Important - This role requires regular collaboration with Ping colleagues and partners, typically including multiple in-person meetings each week.
  • Additional partner or customer meetings may be required as the business needs dictate.
• You have 3+ year’s experience managing partners and exposure to GSI & Advisory Partners would be a bonus. Alternatively, you have excelled in a Partner BDR/SDR function and are looking to move up in your career.
• You have a good understanding of the Australia and New Zealand market.
• You are currently working in the SaaS industry, but working in Cyber Security and SaaSwill move you right to the top of the list.
• Understanding of channel sales strategies and partner ecosystems.
• Ability to drive mutual business outcomes for both Ping and our Partners - this includes regular cadence, partner QBRs etc.
• Good CRM opportunity hygiene (Salesforce preferred).
• Strong organisational and coordination skills and the ability to work cross functionally with presales, marketing, professional services, customer success etc.
• Excellent communication and interpersonal skills.
• Ability to work both independently and collaboratively in a team environment.
• Strong attention to detail and ability to manage multiple tasks simultaneously.
• Willingness to learn and adapt to changing priorities and responsibilities.
• Strong problem-solving skills and ability to work in a fast-paced environment.
• Ability to travel domestically as required and 1-2 international trips per year (US).
• …and have fun and enjoy the ride working in a very high growth dynamic environment for a great company headquartered in Denver Colorado

Other:

• Familiarity with Salesforce.com or other CRM systems.
• Previous experience or exposure to channel sales, alliances management, or partner enablement is a must.
• Interest in the software industry and identity access management sector.
• Knowledge of marketing and demand generation practices.
• Understanding of partner training and sales enablement processes.
• Ability to analyse data and generate insights to drive partner performance.
• Proactive and positive mindset with a focus on continuous improvement.

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
• Generous PTO & Holiday Schedule
• 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.