SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 88,000 - 132,000 / annual
Ping Identity is seeking a strategic Channel Account Manager to lead partner channels for the Enterprise sales team, which focuses on new-logo acquisition for companies with less than $2B in revenue across the commercial segment of the USA. This is a field-facing, builder role that combines strategic planning with hands-on partner engagement.
You will own the Enterprise partner strategy and execution plan, with clear focus on new-logo acquisition, regional coverage, partner priorities, and measurable outcomes. You'll build trusted relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations. A significant portion of your time will be spent in the field with partners and Ping sales teams, identifying target accounts and creating joint account plans.
Key responsibilities include driving rep-to-rep engagement between Ping and partner sellers to identify opportunities and progress new-logo deals; setting up and supporting regional partner events (field meetings, account-mapping sessions, enablements, workshops, roundtables); developing repeatable partner go-to-market plays and practical enablement; partnering with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams to remove friction; tracking partner activity, pipeline sourced and influenced, and new-logo progress; and delivering measurable impact by expanding productive partner coverage, increasing partner-led pipeline, and improving engagement.
This role requires regular travel and meaningful time in the field with partners, customers, and internal teams. You will be expected to represent the company at partner forums and industry events.
Requirements:
- 10+ years of experience in channel, alliances, partner sales, or 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
- 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 ability to engage credibly with partner executives, sellers, technical teams, and Ping sales leaders
- Excellent communication and facilitation skills, including ability to create productive rep-to-rep conversations and turn meetings into clear next steps
- Positive, practical, and collaborative approach; ability to create momentum, follow through on commitments, and operate in changing environments
- Willingness to travel regularly
Bonus qualifications: experience in cybersecurity, identity and access management, or complex enterprise technology; experience with both national and regional partners or building coverage in new territories; experience planning and executing regional partner events; experience creating partner enablement programs or certifications; experience with sales development and account executives; enthusiasm for public-facing engagements; relevant degree or cybersecurity/channel certifications.
