Senior Channel Account Manager
Ping Identity
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 Role:
As a Senior Channel Account Manager at Ping Identity, you will play a pivotal role in expanding and optimizing our global channel and alliances ecosystem. This role demands a strategic thinker and influential partner leader with a deep understanding of indirect sales motions, partner ecosystems, and cross-functional alignment.
You will take full ownership of strategic partner relationships, drive revenue through joint initiatives, and lead partner engagement with autonomy and authority. As a senior member of the team, you will shape our partner strategy, influence internal stakeholders, and contribute to the development of team capabilities.
Responsibilities:
- Own and drive strategic channel initiatives, developing and executing partner engagement plans that align with company objectives and revenue goals.
- Cultivate and manage high-impact relationships with a variety of partners, including resellers, global system integrators, managed service providers, and cloud marketplaces.
- Develop and lead joint business plans with key partners, ensuring clear performance targets, pipeline growth strategies, and aligned go-to-market execution.
- Monitor, analyze, and improve partner performance, using business intelligence tools and structured feedback loops to inform adjustments and elevate results.
- Lead enablement efforts by orchestrating advanced sales and technical training, certifications, and ongoing education in partnership with internal enablement and technical teams.
- Partner cross-functionally with Sales, Marketing, Product, Customer Success, and Legal to deliver integrated, scalable partner solutions and experiences.
- Serve as a strategic voice in refining partner programs, incentives, and co-selling frameworks that drive partner loyalty and scalability.
- Represent Ping Identity at industry events, partner summits, and executive meetings to promote thought leadership and deepen relationships.
- Mentor and support junior team members, fostering knowledge-sharing and developing best practices across the Channel & Alliances function.
Required Skills & Qualifications:
- Demonstrated success managing complex partner ecosystems and driving business impact through indirect sales strategies.
- Highly proficient in building and scaling partnerships that span strategic planning, sales execution, and operational enablement.
- Expert-level relationship management skills, with the ability to influence and engage stakeholders at all levels within partner organizations.
- Strong business acumen and analytical mindset; comfortable using data to drive decisions, assess performance, and forecast outcomes.
- Exceptional communication and presentation skills, including the ability to articulate value propositions, negotiate agreements, and deliver executive briefings.
- Deep understanding of the partner landscape within software, SaaS, or cybersecurity industries—including VAR, GSI, MSP, and cloud marketplace models.
- Comfortable operating with autonomy in a fast-paced, dynamic, and matrixed environment.
- Proficiency with Salesforce.com, partner relationship management platforms (PRMs), and productivity tools such as Microsoft Office or Google Workspace.
- Willingness and flexibility to travel up to 25% to meet with partners and attend key industry events.
Preferred Qualifications:
- Strong familiarity with identity and access management or adjacent cybersecurity domains.
- Experience driving co-sell motions with hyperscalers such as AWS, Microsoft Azure, or Google Cloud Platform.
- Proficiency in developing or executing partner marketing and demand generation initiatives.
- Knowledge of partner incentive structures, tiering frameworks, and revenue-sharing models.
- Collaborative, solutions-oriented mindset with a commitment to continuous improvement and long-term partner success.
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.