Channel Account Manager

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

📋 Description

• Take charge of the Enterprise partner strategy and plan, concentrating on new-logo acquisition, regional coverage, partner priorities, and measurable results.

• Cultivate strong relationships with partner executives, alliance leaders, sales teams, technical groups, and delivery organizations.

• Collaborate with partners and Ping sales teams in the field to pinpoint target accounts and formulate joint account plans.

• Facilitate engagement between Ping representatives and partner sellers.

• Assist teams in identifying opportunities, coordinating efforts, and advancing new-logo deals.

• Organize and support regional partner events, field meetings, account-mapping sessions, enablements, workshops, roundtables, and various engagement initiatives.

• Create repeatable partner go-to-market strategies and practical enablement resources.

• Collaborate with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams.

• Monitor partner activities, event engagement, sourced and influenced pipeline, new-logo progress, and follow-up actions.

• Leverage data to direct time and investments towards areas with the most significant impact.

• Enhance productive partner coverage, boost partner-led new-logo pipeline, elevate rep-to-rep engagement, and transform regional activities into sustainable growth.

⛳️ Requirements

• Over 10 years of experience in channel, alliances, partner sales, or a similar go-to-market role in enterprise technology.

• Proven experience collaborating with partners to secure new customers and develop sourced or influenced pipeline in the Enterprise sector.

• Background in managing or nurturing relationships with integrators, resellers, delivery partners, and/or distributors.

• Demonstrated success in creating partner programs, joint account plans, field motions, or other effective go-to-market strategies.

• Strong field presence with the ability to engage credibly with partner executives, sales personnel, technical teams, and sales leaders.

• Exceptional communication and facilitation skills.

• A positive, pragmatic, and cooperative approach; capable of generating momentum and following through on initiatives.

• Openness to regular travel and dedicating substantial time with partners, customers, and internal teams in the field.

• Experience in cybersecurity, identity and access management, or another complex enterprise technology field is advantageous.

• Experience with national and regional partners or expanding partner coverage in new territories is beneficial.

• Background in planning and executing regional partner events, roundtables, workshops, or field marketing initiatives is a plus.

• Experience in developing partner enablement programs, certifications, technical workshops, or sales strategies is advantageous.

• Experience collaborating with sales development, account executives, and partner sellers to generate new opportunities is beneficial.

• Relevant degree or equivalent experience along with cybersecurity or channel-related certifications are considered added qualifications.

🏝️ Benefits

• Flexible and collaborative work environment.

• Employee Resource Groups.

• Regular team and company bonding events.

• Competitive benefits and perks.

• Global volunteering and community initiatives.

• Generous PTO and holiday schedule.

• Parental leave.

• Progressive healthcare options.

• Retirement programs.

• Opportunities for education reimbursement.

• Commuter offset for specific locations.