Channel Account Manager

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.