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 Individuality, 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.
The Channel Account Manager (CAM) at Ping Identity plays a vital role in supporting the growth and success of the company's channel and alliances GTM. This role involves collaborating with the Partner ecosystem to develop and manage partnerships, help drive joint business development initiatives, and ensure effective communication and coordination with our channel partners.
The CAM will contribute to the expansion of Ping Identity's market reach and the achievement of revenue goals.
- Reporting into the VP of Partnerships APJ, you will manage and support target partners across all Partner tiers helping to manage our partners across Australia and New Zealand.
- Work closely with the sales team across Australia and New Zealand to support their regional GTM requirements
- Important - You will ensure the Ping sales team are able to focus on finding, qualifying and closing opportunities with our partners - you act as the conduit between our sales team and our partners
- Support and drive the development of joint value propositions with our partners.
- Collaborate with partners to execute partner agreements and ensure other agreements are in place as required.
- Assist in driving partner enablement, including the development of sales practices and training programs.
- Help partners with deal registrations, portal access, program benefits etc.
- Contribute to tracking partner performance against agreed-upon metrics, such as revenue targets and pipeline development.
- Foster collaborative relationships with partners through ongoing engagement, communication, and business reviews.
- Support the execution of marketing and demand generation activities with partners to drive brand awareness and lead generation.
- Support the promotion and engagement with the Ping Partner program and related tools and processes.
- Assist in coordinating and participating in joint business planning activities with partners.
- Collaborate with internal teams to ensure effective communication and coordination with partners.
- Assist in ensuring partner success by monitoring delivery quality, customer satisfaction, and support.
- Contribute to joint pursuits with partners, identifying and developing sales opportunities and impacting existing opportunities to close with the influence of Partners.
- Stay updated on industry trends, market dynamics, and competitor activities to identify new business opportunities and challenges
Required Skills & Qualifications:
- This role is based in Sydney or Melbourne.
- Important - This role requires regular collaboration with Ping colleagues and partners, typically including multiple in-person meetings each week.
- Additional partner or customer meetings may be required as the business needs dictate.
- You have 3+ year’s experience managing partners and exposure to GSI & Advisory Partners would be a bonus. Alternatively, you have excelled in a Partner BDR/SDR function and are looking to move up in your career.
- You have a good understanding of the Australia and New Zealand market.
- You are currently working in the SaaS industry, but working in Cyber Security and SaaSwill move you right to the top of the list.
- Understanding of channel sales strategies and partner ecosystems.
- Ability to drive mutual business outcomes for both Ping and our Partners - this includes regular cadence, partner QBRs etc.
- Good CRM opportunity hygiene (Salesforce preferred).
- Strong organisational and coordination skills and the ability to work cross functionally with presales, marketing, professional services, customer success etc.
- Excellent communication and interpersonal skills.
- Ability to work both independently and collaboratively in a team environment.
- Strong attention to detail and ability to manage multiple tasks simultaneously.
- Willingness to learn and adapt to changing priorities and responsibilities.
- Strong problem-solving skills and ability to work in a fast-paced environment.
- Ability to travel domestically as required and 1-2 international trips per year (US).
- …and have fun and enjoy the ride working in a very high growth dynamic environment for a great company headquartered in Denver Colorado
Other:
- Familiarity with Salesforce.com or other CRM systems.
- Previous experience or exposure to channel sales, alliances management, or partner enablement is a must.
- Interest in the software industry and identity access management sector.
- Knowledge of marketing and demand generation practices.
- Understanding of partner training and sales enablement processes.
- Ability to analyse data and generate insights to drive partner performance.
- Proactive and positive mindset with a focus on continuous improvement.
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.
Skills Required
- Deep understanding of the Australia and New Zealand partner landscape and related business
- Experience building partnerships from the ground up with global system integrators and advisory partners
- Experience working across partner ecosystem tiers, including boutique firms, regional system integrators, global system integrators, advisory partners, and hyperscalers
- Deep understanding of channel sales strategies and partner ecosystems
- Ability to drive mutual business outcomes through partner cadences, QBRs, and performance management
- Strong organizational and coordination skills
- Ability to work cross-functionally with presales, marketing, professional services, and customer success teams
- Excellent communication and interpersonal skills
- Ability to work independently and collaboratively
- Strong attention to detail and ability to manage multiple tasks simultaneously
- Willingness to learn and adapt to changing priorities
- Strong problem-solving skills and ability to work in a fast-paced environment
- Ability to travel domestically, including New Zealand, and take one to two international trips per year to the United States
- Familiarity with Salesforce.com or other CRM systems
- Previous experience or exposure to channel sales, alliances management, or partner enablement
- Interest in the software industry and identity and access management sector
- Knowledge of marketing and demand generation practices
- Understanding of partner training and sales enablement processes
- Ability to analyze data and generate insights to improve partner performance
- Proactive mindset focused on continuous improvement
Ping Identity Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ping Identity and has not been reviewed or approved by Ping Identity.
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Leave & Time Off Breadth — Time off is considered generous, with an unlimited PTO policy highlighted in company communications and reflected in practice across roles. Several sources also reference positive norms around taking vacation rather than a policy in name only.
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Healthcare Strength — Health coverage is broad, including medical, dental, vision, HSA/FSA options, life and disability insurance, mental‑health support, and an EAP. Wellness extras like a monthly fitness reimbursement further strengthen the package.
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Parental & Family Support — Parental leave is framed as generous for U.S. employees, with extended paid time for birth parents commonly referenced. ERGs such as Working Families and other groups reinforce a family‑supportive environment.
Ping Identity Insights
What We Do
At Ping Identity, we make it possible to trust every digital moment across customers, employees, partners, and non-human identities. Whether you're securing millions of users, fighting fraud, simplifying third-party access, or going passwordless, establishing trust shouldn’t slow you down. Our enterprise-grade identity platform is built for scale, speed, and flexibility and works seamlessly with your existing cloud, hybrid, and on-prem environments. We help you confidently embrace AI and automation with Runtime Identity, so you can continuously verify the identity, context, and intent of every AI agent and control their actions in real time. With Ping, all digital experiences start with trust. Learn more at pingidentity.com.
Why Work With Us
Identians are what make Ping an extraordinary place to work. They create our award-winning products and they’re the reason for our unique customer following.
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