Strategic Enterprise Channel Lead - Partner Growth

Ping Identity; United States; On-site; USD 88,000 - 132,000; Full time

Benefits offered by this job

Generous PTO & Holiday Schedule

Parental Leave

Progressive Healthcare Options

Retirement Programs

Education Reimbursement

Commuter Offset (Specific locations)

Job summary

Ping Identity is seeking a strategic, field-facing Channel Account Manager to lead channels for its Enterprise team in the USA, focusing on new-logo acquisitions and partner-driven growth. The role blends field engagement with partner and Ping sales teams to convert plans into qualified pipeline and closed business.

The ideal candidate has a proven track record in enterprise channel sales, strong relationships with partners, and the ability to drive repeatable go-to-market plays across regions.

Qualifications

• 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.

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.
• 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.

Skills

Channel sales

Partner relationships

Enterprise sales

Field presence

Negotiation

Communication

Willingness to travel

Education

Degree or equivalent experience (cybersecurity or related)

Job description

Ping Identity is seeking a strategic, field-facing Channel Account Manager to lead channels for its Enterprise team in the USA, focusing on new-logo acquisitions and partner-driven growth. The role blends field engagement with partner and Ping sales teams to convert plans into qualified pipeline and closed business.

The ideal candidate has a proven track record in enterprise channel sales, strong relationships with partners, and the ability to drive repeatable go-to-market plays across regions.