Channel Account Manager

• Support the growth and success of Ping Identity’s channel and alliances go-to-market strategy
• Collaborate with the Partner ecosystem to develop and manage partnerships
• Drive joint business development initiatives and coordinate with channel partners
• Identify growth opportunities and target partner categories across alternative routes to market
• Expand the partner ecosystem supporting Australia and New Zealand sales and growth objectives
• Work with nine account executives and two sales directors on regional go-to-market requirements
• Develop joint value propositions and go-to-market strategies with partners
• Collaborate on partner agreements and NDAs
• Drive partner enablement, sales practices, and training programs
• Track partner performance against revenue and pipeline metrics
• Foster partner relationships through engagement, communication, and business reviews
• Execute joint marketing and demand generation activities
• Promote and support the Ping Partner program and related tools and processes
• Coordinate joint business planning activities
• Collaborate with internal teams to coordinate partner activities
• Monitor delivery quality, customer satisfaction, and support
• Develop joint sales opportunities and influence existing opportunities toward closure
• Monitor industry trends, market dynamics, and competitor activities

• Deep understanding of the Australia and New Zealand Partner landscape and related business
• Built partnerships from the ground up with GSI and Advisory partners
• Understanding of partner ecosystems across boutique, RSI, GSI, Advisory and Hyperscaler tiers
• Deep understanding of channel sales strategies and partner ecosystems
• Ability to drive mutual business outcomes, including regular cadence and partner QBRs
• Strong organisational and coordination skills
• Ability to work cross-functionally with presales, marketing, professional services, and customer success
• Excellent communication and interpersonal skills
• Ability to work independently and collaboratively
• Strong attention to detail and ability to manage multiple tasks simultaneously
• Willingness to learn and adapt to changing priorities
• Strong problem-solving skills
• Ability to work in a fast-paced environment
• Ability to travel domestically, including New Zealand, and take 1–2 international trips per year to the US
• Familiarity with Salesforce.com or other CRM systems is preferred
• Previous channel sales, alliances management, or partner enablement experience is preferred
• Interest in the software industry and identity access management sector is preferred
• Knowledge of marketing and demand generation practices is preferred
• Understanding of partner training and sales enablement processes is preferred
• Ability to analyze data and generate insights is preferred

• Flexible, collaborative work environment
• Company culture that empowers you to do your best work
• Employee Resource Groups
• Regular company and team bonding events
• Competitive benefits and perks
• Global volunteering and community initiatives
• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)