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Ping Identity is seeking a Channel Account Manager to support the growth and success of its channel and alliances go-to-market strategy across Australia and New Zealand. Reporting to the VP of Partnerships APJ, you will manage and support target partners across all tiers, serving as the critical conduit between Ping's sales team and partner ecosystem.
Key responsibilities include:
- Manage and support partners across Australia and New Zealand, ensuring the Ping sales team can focus on finding, qualifying, and closing opportunities
- Work closely with regional sales teams to support GTM requirements and drive joint business development initiatives
- Support development of joint value propositions with partners and collaborate on partner agreement execution
- Drive partner enablement through sales practices and training program development
- Assist with deal registrations, portal access, and program benefits administration
- Track partner performance against agreed metrics including revenue targets and pipeline development
- Foster collaborative relationships through ongoing engagement, communication, and business reviews
- Support execution of marketing and demand generation activities with partners
- Coordinate joint business planning activities and contribute to joint pursuits, identifying and developing sales opportunities
- Monitor delivery quality, customer satisfaction, and partner success metrics
- Stay updated on industry trends, market dynamics, and competitor activities
- Collaborate cross-functionally with presales, marketing, professional services, and customer success teams
This role requires regular in-person collaboration with Ping colleagues and partners, typically including multiple meetings per week in Sydney or Melbourne, plus domestic travel as needed and 1-2 international trips annually to the US.
Requirements:
- 3+ years of experience managing partners, with exposure to GSI and Advisory Partners preferred; alternatively, proven excellence in a Partner BDR/SDR function with desire to advance
- Good understanding of the Australia and New Zealand market
- Current work in SaaS industry; cybersecurity and SaaS experience highly valued
- Understanding of channel sales strategies and partner ecosystems
- Ability to drive mutual business outcomes through regular cadence and partner QBRs
- Good CRM opportunity hygiene (Salesforce preferred)
- Strong organizational and coordination skills with cross-functional collaboration ability
- Excellent communication and interpersonal skills
- Ability to work both independently and collaboratively
- Strong attention to detail and multitasking capability
- Willingness to learn and adapt to changing priorities
- Strong problem-solving skills and ability to thrive in fast-paced environment
- Familiarity with Salesforce.com or other CRM systems
- Previous experience or exposure to channel sales, alliances management, or partner enablement (required)
- Interest in software industry and identity access management sector
- Knowledge of marketing and demand generation practices
- Understanding of partner training and sales enablement processes
- Ability to analyze data and generate insights to drive partner performance
