Channel Account Manager

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, workshops, or field marketing programs.
• Experience creating partner enablement programs, certifications, technical workshops, or sales plays.
• Experience working with sales development, account executives, and partner sellers to create net-new opportunities.
• Enthusiasm for representing the company at partner forums, industry events, roundtables, and other public-facing engagements.
• A relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications.

Salary Range: $88,000–$132,000 base + 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.