Director, Public Sector Channels

We are seeking a strategic, field-oriented Channel Director to lead Ping Identity’s Public Sector channel strategy, with a focus on the U.S. federal market in addition to SLED. This role will own relationships and go-to-market execution across all partners, including resellers, integrators, delivery partners, and distributors, helping partners create demand, shape opportunities, and deliver outcomes for federal customers.

You will have a named Partner Solutions Engineering counterpart to support your partner strategy and execution, as well as a Public Sector marketing counterpart with whom you will shape the Public Sector channels go-to-market plan and prioritize the partner marketing budget. You will bring a strong understanding of cybersecurity, the confidence to work with your team to drive a partner enablement curriculum, and the energy to turn strategy into action. This is a builder role for someone who is thoughtful, curious, and ready to roll up their sleeves. This is an opportunity to help define how Ping Identity builds and scales its PubSec partner business. 

• Own the PubSec channel strategy and partner plan across all partners, including resellers, integrators, delivery partners, and distributors, with clear priorities, engagement models, and measurable outcomes.
• Build trusted relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations, while working in the field with partners and Ping sales teams to identify opportunities, support account planning, and influence pursuits.
• Build the Public Sector channel enablement strategy, focusing on specific go-to-market plays relevant to the federal market and equipping partners to execute them; translate cybersecurity and identity concepts into practical partner conversations, presentations, and foundational enablement.
• Work with your named Public Sector marketing counterpart to shape the Public Sector go-to-market plan, prioritize campaigns and programs, and plan and prioritize the partner marketing budget.
• Coordinate joint go-to-market activities, including partner business planning, campaigns, workshops, training, opportunity reviews, and executive engagements.
• Partner with Public Sector sales, solutions engineering, marketing, services, and product teams to remove friction and help partners win and deliver successfully.
• Track partner performance, enablement progress, sourced and influenced pipeline, and follow-through; use the data to focus time and investment where it will have the greatest impact.
• Deliver measurable impact by expanding federal partner coverage, improving partner readiness, increasing sourced and influenced pipeline, and bringing field insight back into the evolution of Ping Identity’s federal strategy and partner programs.

• 10+ years of experience in channel, alliances, partner sales, or a related go-to-market role in technology.
• Mandatory experience working in the U.S. federal market and navigating federal buying motions, contracting channels, and partner ecosystems.
• Mandatory experience managing or developing relationships with resellers, integrators, delivery partners, and/or distributors.
• Mandatory experience in cybersecurity or enterprise security, with the ability to discuss security priorities credibly with business and technical audiences.
• A track record of building partner programs, joint plans, pipeline, or other repeatable motions—not simply managing existing relationships.
• Strong executive presence and communication skills, balanced with the ability to work directly with sellers, technical teams, and delivery practitioners.
• A positive, practical, and collaborative approach; you create momentum, follow through on commitments, and are comfortable operating in a changing environment.
• Willingness to spend meaningful time in the field with partners, customers, and internal teams, with travel as needed.

• Experience with identity and access management, including workforce identity, customer identity, privileged access, or related technologies.
• Experience working with federal / SLED partners such as Carahsoft, GDIT, Raventek, Thundercat, Gainwell, etc. Please be prepared to describe which partners you have worked with, the nature of those relationships, and the outcomes you helped achieve.
• Experience supporting federal systems integrators and delivery organizations through enablement, certifications, technical workshops, or solution development.
• Experience working across both federal and SLED markets.
• Experience with public sector cybersecurity programs, zero trust, cloud modernization, identity modernization, or related initiatives.
• Experience with ensuring partners have certified staff who meet clearance requirements.
• A relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications.
• Enthusiasm for representing the company at roundtables, industry events, partner forums, and other public-facing engagements.

Base Salary Range: $180,000–$200,000 + Commission 

In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.