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Salary: USD 180,000 - 200,000 / annual
Ping Identity is seeking a strategic Director to lead the company's public sector channel strategy, with primary focus on the U.S. federal market. This is a builder role responsible for owning relationships and go-to-market execution across all partner types—resellers, integrators, delivery partners, and distributors—to help partners create demand, shape opportunities, and deliver outcomes for federal customers.
You will own the complete public sector channel strategy and partner plan with clear priorities, engagement models, and measurable outcomes. Key responsibilities include building trusted relationships with partner executives, alliance leaders, sellers, and technical teams; working in the field with partners and Ping sales teams to identify opportunities and influence pursuits; and developing the public sector channel enablement strategy focused on federal market go-to-market plays. You will work closely with a named Public Sector marketing counterpart to shape the go-to-market plan, prioritize campaigns, and manage the partner marketing budget.
Additional responsibilities include coordinating joint go-to-market activities (business planning, campaigns, workshops, training, opportunity reviews, executive engagements); partnering with public sector sales, solutions engineering, marketing, services, and product teams to remove friction and enable partner success; tracking partner performance, enablement progress, and pipeline sourced/influenced; and delivering measurable impact by expanding federal partner coverage, improving partner readiness, and increasing sourced and influenced pipeline.
This role requires someone who is thoughtful, curious, and ready to roll up their sleeves. You will help define how Ping Identity builds and scales its public sector partner business.
REQUIREMENTS:
- 10+ years of experience in channel, alliances, partner sales, or 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 ability to discuss security priorities credibly with business and technical audiences
- 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 ability to work directly with sellers, technical teams, and delivery practitioners
- Positive, practical, and collaborative approach; create momentum, follow through on commitments, comfortable operating in changing environment
- Willingness to spend meaningful time in the field with partners, customers, and internal teams, with travel as needed
BONUS QUALIFICATIONS:
- Experience with identity and access management (workforce identity, customer identity, privileged access, or related technologies)
- Experience working with federal/SLED partners such as Carahsoft, GDIT, Raventek, Thundercat, Gainwell, etc.
- Experience supporting federal systems integrators and delivery organizations through enablement, certifications, technical workshops, or solution development
- Experience working across both federal and SLED markets
- Experience with public sector cybersecurity programs, zero trust, cloud modernization, identity modernization, or related initiatives
- Experience ensuring partners have certified staff meeting clearance requirements
- Relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications
- Enthusiasm for representing the company at roundtables, industry events, partner forums, and public-facing engagements
