Channel Account Manager

pingidentity; Denver (CO); On-site; AUD 90,000 - 130,000; Full time

Job summary

Ping Identity is looking for a Channel Account Manager based in Australia (Sydney or Melbourne) to support growth with partner ecosystems across Australia and New Zealand. You will collaborate with the sales team, manage partner relationships, and drive joint value propositions to close business opportunities.

You will coordinate partner enablement programs, agreements, and cadence with partners, while tracking performance against revenue targets.

Qualifications

• 3+ years experience managing partners in SaaS or tech service partners.
• Based in Australia with strong knowledge of Australia & New Zealand markets.
• Experience with GSI & Advisory Partners is a bonus.
• Strong CRM hygiene and cross-functional collaboration skills.

Responsibilities

• Collaborate with Ping partner ecosystem to manage partnerships and drive joint business development.
• Support regional GTM requirements with Australia and New Zealand sales teams.
• Act as conduit between sales and partners to qualify, enable, and close opportunities.
• Develop joint value propositions and drive partner enablement programs.
• Coordinate partner agreements, deal registrations, and program benefits.
• Track partner performance against revenue targets and pipeline metrics.

Skills

Partner management

Sales coordination

CRM / Salesforce

Communication skills

Organization

Tools

Salesforce

Job description

About Ping Identity:

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 resp