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