Channel Account Manager

About Ping Identity: 

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it. 

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear. 

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work. 

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management. 

The Channels Account Manager at Ping Identity plays a vital role in supporting the growth and success of the company's channel and alliances GTM. This role involves collaborating with the Partner ecosystem to develop and manage partnerships, drive joint business development initiatives, and ensure effective communication and coordination with channel partners.

The Senior Channels Account Manager will contribute to the expansion of Ping Identity's market reach and the achievement of revenue goals.

Responsibilities:

• Reporting into the VP of Partnerships APJ, you will assist in identifying growth opportunities and target partner categories across all alternative routes to market whilst expanding Ping Identity's partner ecosystem to support the Australia and New Zealand sales and growth objectives.
• You are a builder of partnerships with a sales pedigree.
• Work closely with nine account executives and two sales directors across Australia and New Zealand to support their regional GTM requirements.
• Support and drive the development of joint value propositions and go-to-market strategies with partners.
• Collaborate with partners to execute partner agreements and/or NDAs in alignment with Ping Identity's business objectives.
• Assist in driving partner enablement, including the development of sales practices and training programs.
• Contribute to tracking partner performance against agreed-upon metrics, such as revenue targets and pipeline development.
• Foster collaborative relationships with partners through ongoing engagement, communication, and business reviews.
• Support the execution of marketing and demand generation activities with partners to drive brand awareness and lead generation.
• Support the promotion and engagement with the Ping Partner program and related tools and processes. 
• Assist in coordinating and participating in joint business planning activities with partners.
• Collaborate with internal teams to ensure effective communication and coordination with partners.
• Assist in ensuring partner success by monitoring delivery quality, customer satisfaction, and support.
• Contribute to joint pursuits with partners, identifying and developing sales opportunities and impacting existing opportunities to close with the influence of Partners.
• Stay updated on industry trends, market dynamics, and competitor activities to identify new business opportunities and challenges.

Required Skills & Qualifications:

• You are a builder of partnerships with a deep understanding of the Australia and New Zealand Partner landscape and related business.
• You have built partnerships from the ground up with GSI and Advisory partners - and working with the Hyperscalers (AWS, Google etc) is a plus.
• You have a good understanding with related experience building and managing across all tiers of the Partner ecosystem from boutique, to RSI, GSI, Advisory and the Hyperscalers.
• Deep understanding of channel sales strategies and partner ecosystems.
• Ability to drive mutual business outcomes for both Ping and our Partners - this includes all the hygiene that comes with that in terms of regular cadence, partner QBRs etc.
• Strong organisational and coordination skills and the ability to work cross functionally with presales, marketing, professional services, customer success etc.
• Excellent communication and interpersonal skills.
• Ability to work both independently and collaboratively in a team environment.
• Strong attention to detail and ability to manage multiple tasks simultaneously.
• Willingness to learn and adapt to changing priorities and responsibilities.
• Strong problem-solving skills and ability to work in a fast-paced environment.
• Ability to travel domestically as required (including NZ) and 1-2 international trips per year (US).

Preferred:

• Familiarity with Salesforce.com or other CRM systems.
• Previous experience or exposure to channel sales, alliances management, or partner enablement.
• Interest in the 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.
• Proactive mindset with a focus on continuous improvement.

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. 

Here are just a few of the things that make Ping special:

• A company culture that empowers you to do your best work.
• Employee Resource Groups that create a sense of belonging for everyone.
• Regular company and team bonding events.
• Competitive benefits and perks.
• Global volunteering and community initiatives

Our Benefits: 

• Generous PTO & Holiday Schedule 
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement 
• Commuter Offset (Specific locations) 

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.