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.