Enterprise Channel Manager: Partner Growth & New Logos

Ping Identity; Oregon; Hybrid; USD 88,000 - 132,000; Full time

Job summary

Ping Identity in the United States is seeking a strategic, field-facing Channel Account Manager to lead enterprise partner programs and drive new-logo opportunities across the USA. You will spend time in the field with partner and Ping sales teams, map target accounts, and enable partner sellers to create repeatable pipeline and closed deals.

The role requires travel, cross-functional collaboration with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams to

Qualifications

• 10+ years of experience in channel, alliances, partner sales, or a related go-to-market role in enterprise technology.
• Experience 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.

Responsibilities

• 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.
• Spend approximately 70% of your time engaging with partners and 30% on internal planning, coordination, and follow-through, with an emphasis on building relationships, activating partner sellers, and creating new business.
• 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.

Job description

Ping Identity in the United States is seeking a strategic, field-facing Channel Account Manager to lead enterprise partner programs and drive new-logo opportunities across the USA. You will spend time in the field with partner and Ping sales teams, map target accounts, and enable partner sellers to create repeatable pipeline and closed deals.

The role requires travel, cross-functional collaboration with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams to