Senior Channel Account Manager

3 weeks ago

Austin, Texas, United States ForgeRock Full time

About Ping Identity:

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Diversity, reminds us to celebrate differences so you are empowered to bring your authentic self to work.

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.


Senior Channel Account Manager

The Channel team's mission is to build an excellent Ping Partner Network by investing in the growth of Value Added Resellers (VAR), Service Providers (SP), Global System Integrators (GSI) and Delivery Partners (DP). To accomplish this goal, we invest in Identians with Channel and Sales experience and focused on our VARs, SPs and DPs. This is an individual contributor role reporting to a regional Channel Director position. In this role, you will contribute to the Ping channel strategy focused on winning new partners, and expanding our technology footprint with new and existing partners through our channel partner program. Travel required.

Job Responsibilities:

  • Create a Channel Strategy for assigned growth Partner accounts and for any assigned regional territory
  • Manage strategic partnerships following the values outlined in Ping's Global Partner Program
  • Attend industry events, working with partners to produce incremental business
  • Assist the sales team in closing new business deals by coordinating with partners and internal Ping Sales and Pre-Sales teams
  • Measure and achieve partner success metrics, analyzing business intelligence reports and making strategic adjustments to achieve growth goals
  • Work with the direct sales and marketing organizations to socialize the value proposition of our partnerships
  • Establish and use senior-level contacts in partner organizations to implement a joint partner strategy
  • Hold quarterly business reviews (QBRs) with the partner to review past performance and adjust marketing and business strategies.

You Have:

  • 5+ years field sales and/or business development experience in the software or SaaS industry (Cybersecurity industry preferred)
  • 3+years of channel management experience; bonus if experience is with an IAM organization
  • Skills required include: closing skills, motivation for sales, prospecting skills, sales planning, and business planning
  • Sell to customer needs
  • Territory management

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We're growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that's who we want to succeed with every day.

Here are just a few of the things that make Ping special:

  • A company culture that empowers you to do your best work.
  • Employee Resource Groups that create a sense of belonging for everyone.
  • Regular company and team bonding events.
  • Competitive benefits and perks.
  • Global volunteering and community initiatives

Our Benefits:

  • Generous PTO & Holiday Schedule
  • Parental Leave
  • Progressive Healthcare Options
  • Retirement Programs
  • Opportunity for Education Reimbursement
  • Commuter Offset (Specific locations)

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone's individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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