Director, Public Sector Channels

Ping Identity; United States; Remote; USD 180,000 - 200,000; Full time

Benefits offered by this job

Generous PTO

Healthcare options

Retirement programs

Education reimbursement

Job summary

Ping Identity is seeking a strategic, field-oriented Director to lead PubSec channel strategy in the U.S. federal market. You will own partner plans across resellers, integrators, and distributors, shaping demand and outcomes with a focus on cybersecurity and identity.

A named counterpart supports your partner strategy and you will drive field enablement and program evolution. You will build executive relationships, develop enablement content, coordinate campaigns, and work across sales,

Qualifications

• 10+ years in channel, alliances, partner sales or related GTM role in technology.
• Mandatory experience in US federal market and navigating federal buying motions, contracts and partner ecosystems.
• Mandatory experience managing or developing relationships with resellers, integrators, delivery partners, and/or distributors.
• Mandatory experience in cybersecurity or enterprise security with credible discussions to business and technical audiences.
• Track record building partner programs, joint plans, pipeline or repeatable motions.
• Strong executive presence and communication skills balanced with technical teams and sellers.

Responsibilities

• Own the PubSec channel strategy and partner plan across all partners with clear priorities, engagement models and measurable outcomes.
• Build trusted relationships with partner executives and delivery organizations while supporting account planning and opportunity pursuits.
• Develop the Public Sector channel enablement strategy and translate cybersecurity concepts into practical partner conversations and enablement.
• Collaborate with Public Sector marketing to shape go-to-market plans and prioritize campaigns and budgets.
• Coordinate joint go-to-market activities including campaigns, workshops and executive engagements.
• Partner with sales, SE, marketing, services and product teams to remove friction and help partners win.
• Track partner performance and pipeline, using data to optimize time and investment.
• Deliver measurable impact by expanding federal partner coverage and improving partner readiness.

Skills

Channel sales

Partnerships

Executive communication

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.

We are seeking a strategic, field-oriented Director to lead Ping Identity’s public sector channel strategy, with a primary focus on the U.S. federal market. This role will own relationships and go-to-market execution across all partners, including resellers, integrators, delivery partners, and distributors, helping partners create demand, shape opportunities, and deliver outcomes for federal customers. You will have a named Partner Solutions Engineering counterpart to support your partner strategy and execution, as well as a Public Sector marketing counterpart with whom you will shape the Public Sector channels go-to-market plan and prioritize the partner marketing budget. You will bring a strong understanding of cybersecurity, the confidence to work with your team to drive a partner enablement curriculum, and the energy to turn strategy into action. This is a builder role for someone who is thoughtful, curious, and ready to roll up their sleeves. This is an opportunity to help define how Ping Identity builds and scales its PubSec partner business.

You Will:

• Own the PubSec channel strategy and partner plan across all partners, including resellers, integrators, delivery partners, and distributors, with clear priorities, engagement models, 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 opportunities, support account planning, and influence pursuits.
• Build the Public Sector channel enablement strategy, focusing on specific go-to-market plays relevant to the federal market and equipping partners to execute them; translate cybersecurity and identity concepts into practical partner conversations, presentations, and foundational enablement.
• Work with your named Public Sector marketing counterpart to shape the Public Sector go-to-market plan, prioritize campaigns and programs, and plan and prioritize the partner marketing budget.
• Coordinate joint go-to-market activities, including partner business planning, campaigns, workshops, training, opportunity reviews, and executive engagements.
• Partner with Public Sector sales, solutions engineering, marketing, services, and product teams to remove friction and help partners win and deliver successfully.
• Track partner performance, enablement progress, sourced and influenced pipeline, and follow-through; use the data to focus time and investment where it will have the greatest impact.
• Deliver measurable impact by expanding federal partner coverage, improving partner readiness, increasing sourced and influenced pipeline, and bringing field insight back into the evolution of Ping Identity’s federal strategy and partner programs.

You Have:

• 10+ years of experience in channel, alliances, partner sales, or a related go-to-market role in technology.
• Mandatory experience working in the U.S. federal market and navigating federal buying motions, contracting channels, and partner ecosystems.
• Mandatory experience managing or developing relationships with resellers, integrators, delivery partners, and/or distributors.
• Mandatory experience in cybersecurity or enterprise security, with the ability to discuss security priorities credibly with business and technical audiences.
• A track record of building partner programs, joint plans, pipeline, or other repeatable motions—not simply managing existing relationships.
• Strong executive presence and communication skills, balanced with the ability to work directly with sellers, technical teams, and delivery practitioners.
• A positive, practical, and collaborative approach; you create momentum, follow through on commitments, and are comfortable operating in a changing environment.
• Willingness to spend meaningful time in the field with partners, customers, and internal teams, with travel as needed.

Bonus Points If You Have:

• Experience with identity and access management, including workforce identity, customer identity, privileged access, or related technologies.
• Experience working with federal / SLED partners such as Carahsoft, GDIT, Raventek, Thundercat, Gainwell, etc. Please be prepared to describe which partners you have worked with, the nature of those relationships, and the outcomes you helped achieve.
• Experience supporting federal systems integrators and delivery organizations through enablement, certifications, technical workshops, or solution development.
• Experience working across both federal and SLED markets.
• Experience with public sector cybersecurity programs, zero trust, cloud modernization, identity modernization, or related initiatives.
• Experience with ensuring partners have certified staff who meet clearance requirements.
• A relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications.
• Enthusiasm for representing the company at roundtables, industry events, partner forums, and other public-facing engagements.

Base Hiring Range: $180,000-$200,000 base + variable commission

In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.

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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Ping Identity’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.