Director, Public Sector Channels

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

📋 Description

• Take charge of the Public Sector channel strategy and partner plan encompassing resellers, integrators, delivery partners, and distributors.

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

• Collaborate with partners and Ping sales teams to pinpoint opportunities, aid in account planning, and influence pursuits.

• Develop the Public Sector channel enablement strategy for go-to-market initiatives in the federal market.

• Convert cybersecurity and identity concepts into engaging discussions, presentations, and foundational enablement for partners.

• Define the Public Sector go-to-market strategy, prioritizing campaigns, programs, and the partner marketing budget.

• Organize joint go-to-market efforts, which include business planning, campaigns, workshops, training, opportunity assessments, and executive engagements.

• Partner with Public Sector sales, solutions engineering, marketing, services, and product teams.

• Monitor partner performance, enablement progress, sourced and influenced pipeline, and ensure follow-through.

• Broaden federal partner coverage, enhance partner readiness, boost sourced and influenced pipeline, and advise on federal strategy and partner programs.

⛳️ Requirements

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

• Essential experience in the U.S. federal market, including navigating federal purchasing processes, contracting channels, and partner ecosystems.

• Essential experience in managing or developing relationships with resellers, integrators, delivery partners, and/or distributors.

• Essential experience in cybersecurity or enterprise security.

• Proven track record in building partner programs, joint plans, pipelines, or other repeatable processes.

• Strong executive presence along with excellent communication skills.

• Capability to collaborate directly with sales teams, technical experts, and delivery practitioners.

• A positive, practical, and collaborative mindset.

• Willingness to spend significant time in the field with partners, customers, and internal teams, including travel as required.

• Bonus: experience in identity and access management.

• Bonus: experience with federal/SLED partners.

• Bonus: experience in supporting federal systems integrators and delivery organizations through enablement, certifications, technical workshops, or solution development.

• Bonus: experience across federal and SLED markets.

• Bonus: experience with public sector cybersecurity programs, zero trust, cloud modernization, or identity modernization.

• Bonus: experience ensuring partners have certified personnel who meet clearance requirements.

• Bonus: relevant degree or equivalent experience and/or cybersecurity or channel-related certifications.

• Bonus: enthusiasm for representing the company at industry events and partner forums.

🏝️ Benefits

• Flexible, collaborative work environment.

• 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).