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. 

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.

Strong preference for candidates based on the U.S. East Coast. This is a field-facing role, and regular business travel is required for in-person partner meetings, regional events, enablement sessions, and joint sales activities. 

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.
• Spend approximately 70% of your time engaging with partners and 30% on internal planning, coordination, and follow-through, with an emphasis on building relationships, activating partner sellers, and creating new business.
• 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 and ability to travel regularly and spend meaningful time in person with partners and Ping sales teams to develop relationships and advance joint opportunities.

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.

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.