Channel Account Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Support the advancement and success of Ping Identity’s channel and alliances go-to-market strategy.

• Collaborate with the partner ecosystem to establish and manage partnerships.

• Drive joint business development efforts and coordinate activities with channel partners.

• Identify growth opportunities and target partner categories across various market routes.

• Expand the partner ecosystem to support sales and growth objectives in Australia and New Zealand.

• Work alongside nine account executives and two sales directors to address regional go-to-market needs.

• Create joint value propositions and go-to-market strategies in collaboration with partners.

• Collaborate on partner agreements and non-disclosure agreements (NDAs).

• Facilitate partner enablement, sales practices, and training programs.

• Monitor partner performance against revenue and pipeline metrics.

• Cultivate partner relationships through engagement, communication, and business reviews.

• Execute joint marketing and demand generation initiatives.

• Promote and support the Ping Partner program and associated tools and processes.

• Coordinate joint business planning activities.

• Work with internal teams to synchronize partner activities.

• Oversee delivery quality, customer satisfaction, and support.

• Develop joint sales opportunities and influence existing opportunities towards closure.

• Monitor industry trends, market dynamics, and competitor activities.

⛳️ Requirements

• Comprehensive understanding of the Australia and New Zealand Partner landscape and related business.

• Experience in building partnerships from the ground up with GSI and advisory partners.

• Familiarity with partner ecosystems across boutique, RSI, GSI, advisory, and hyperscaler tiers.

• In-depth knowledge of channel sales strategies and partner ecosystems.

• Ability to drive mutual business outcomes, including regular cadence and partner quarterly business reviews (QBRs).

• Strong organizational and coordination capabilities.

• Ability to collaborate cross-functionally with presales, marketing, professional services, and customer success teams.

• Excellent communication and interpersonal abilities.

• Capacity to work both independently and as part of a team.

• Strong attention to detail and proficiency in managing multiple tasks simultaneously.

• Willingness to learn and adapt to shifting priorities.

• Strong problem-solving abilities.

• Capacity to thrive in a fast-paced environment.

• Willingness to travel domestically, including to New Zealand, and undertake 1–2 international trips to the US annually.

• Familiarity with Salesforce.com or other CRM systems is advantageous.

• Prior experience in channel sales, alliances management, or partner enablement is preferred.

• Interest in the software industry and identity access management sector is beneficial.

• Knowledge of marketing and demand generation practices is preferred.

• Understanding of partner training and sales enablement processes is advantageous.

• Ability to analyze data and generate insights is preferred.

🏝️ Benefits

• Flexible, collaborative work environment.

• Company culture that empowers you to excel in your work.

• Employee Resource Groups.

• Regular company and team bonding activities.

• Competitive benefits and perks.

• Global volunteering and community engagement initiatives.

• Generous paid time off (PTO) and holiday schedule.

• Parental leave.

• Progressive healthcare options.

• Retirement programs.

• Opportunity for education reimbursement.

• Commuter offset for specific locations.