Channel Account Manager

pingidentity; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Ping Identity is seeking a strategic, field-facing Channel Account Manager to lead channels for our Enterprise team in the United States. You will own the enterprise partner strategy, build relationships with partner executives, and drive repeatable go-to-market plays to generate qualified pipeline and closed deals.

You will spend significant time in the field with partners and Ping sales teams, organizing regional engagements and enabling partners to win with Ping Identity’s identity and access

Qualifications

• Experience in channel, alliances or partner sales in enterprise technology.
• Ability to build partner programs, joint account plans and field motions.
• Track record of driving new-logo pipeline and partner-led growth.
• Excellent communication and facilitation skills for rep-to-rep conversations.

Responsibilities

• Own the Enterprise partner strategy and plan with focus on new-logo acquisition and regional coverage.
• Build relationships with partner executives, alliance leaders, sellers, and delivery teams in the field.
• Drive partner-to-partner engagement to identify opportunities and progress deals.
• Set up regional partner events, enablements, and roundtables to create qualified pipeline.
• Develop repeatable partner go-to-market plays and enablement to position Ping Identity.

Skills

Channel sales experience

Partner alliance experience

Enterprise technology sales

Field presence

Strong communication

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.

We are seeking a strategic, field-facing Channel Account Manager to lead channels for Ping's Enterprise team. Ping's Enterprise sales team is the new-logo engine for companies with less than $2B in revenue and spans the commercial segment of the USA. This team has a track record of exceeding targets, and your role will help them to work with partners to drive a repeatable, scalable sales motion. You will spend meaningful time in the field with partner and Ping sales teams, building rep-to-rep engagement and turning joint account plans into qualified pipeline and closed business. You will also help organize regional partner engagements that bring the right teams together around target accounts and repeatable go-to-market plays. This is a builder role for someone who is thoughtful, positive, curious, and ready to turn strategy into action.

You Will:

• 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.

You Have:

• 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.
• Willingness to travel regularly and spend meaningful time with partners, customers, and internal teams in the field.

Bonus Points If You Have:

• 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, worksho