Federal Public Sector Channel Director

Ping Identity; Washington (District of Columbia); Hybrid; USD 180,000 - 200,000; Full time

Benefits offered by this job

Flexible work environment

Employee Resource Groups

Company and team bonding events

Competitive benefits and perks

Volunteer initiatives

Generous PTO & Holidays

Progressive healthcare options

Retirement programs

Education reimbursement

Job summary

Ping Identity is seeking a strategic Channel Director for PubSec to lead the U.S. federal market channel strategy and partner plan across resellers, integrators, and distributors.

You will cultivate executive relationships, enable partners, and shape the go‑to‑market plan with marketing to drive demand and opportunities. You will collaborate with Public Sector teams to drive campaigns, programs, and partner marketing budgets, while tracking performance and expanding federal partner coverage.

Qualifications

• 10+ years 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.

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, alliance leaders, sellers, technical teams, and delivery organizations.
• Build the Public Sector channel enablement strategy and translate cybersecurity concepts into practical partner conversations and enablement.
• Shape the Public Sector go‑to‑market plan with marketing counterpart and prioritize campaigns and programs.
• Coordinate joint go‑to‑market activities, including partner business planning, campaigns, workshops, training, and reviews.
• Partner with Public Sector sales, solutions engineering, marketing, services, and product teams to remove friction and help partners win.
• Track partner performance, enablement progress, pipeline, and follow‑through; use data to focus investments.
• Deliver measurable impact by expanding federal partner coverage and increasing sourced/influenced pipeline.

Skills

Channel sales

Federal market experience

Partner relationships

Cybersecurity knowledge

Executive presence

Go‑to‑market strategy

Travel willingness

Education

Relevant degree or equivalent experience

Job description

Ping Identity is seeking a strategic Channel Director for PubSec to lead the U.S. federal market channel strategy and partner plan across resellers, integrators, and distributors.

You will cultivate executive relationships, enable partners, and shape the go‑to‑market plan with marketing to drive demand and opportunities. You will collaborate with Public Sector teams to drive campaigns, programs, and partner marketing budgets, while tracking performance and expanding federal partner coverage.