Channel Account Manager (Cybersecurity)

Location: Remote in Australia, Sydney; domestic travel including New Zealand and 1–2 international trips per year to the US required.

Company

Ping Identity provides a cloud identity platform focused on cybersecurity, digital experiences, and identity and access management for enterprises worldwide.

What you will do

• Identify growth opportunities and target partner categories across alternative routes to market in Australia and New Zealand.
• Build and manage partnerships across boutique, RSI, GSI, advisory, and hyperscaler partner ecosystems.
• Develop joint value propositions, go-to-market strategies, business plans, partner agreements, and NDAs.
• Drive partner enablement, sales practices, training programs, marketing, and demand-generation activities.
• Track partner performance through revenue, pipeline, delivery quality, customer satisfaction, and support metrics.
• Coordinate with account executives, sales directors, presales, marketing, professional services, and customer success teams to develop and close joint sales opportunities.

Requirements

• Deep understanding of the Australia and New Zealand partner landscape and related business.
• Experience building partnerships from the ground up with GSI and advisory partners.
• Experience building and managing relationships across all tiers of the partner ecosystem, from boutique and RSI to GSI, advisory, and hyperscaler partners.
• Deep understanding of channel sales strategies and partner ecosystems.
• Ability to drive mutual business outcomes, maintain regular partner cadences, and conduct partner QBRs.
• Strong organisational, coordination, communication, interpersonal, problem-solving, and attention-to-detail skills.
• Ability to work cross-functionally, independently, and collaboratively while managing multiple tasks in a fast-paced environment.
• Willingness to learn and adapt to changing priorities and responsibilities.
• Ability to travel domestically as required, including New Zealand, and take 1–2 international trips per year to the US.

Nice to have

• Experience with Salesforce.com or other CRM systems.
• 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, demand generation, partner training, and sales enablement practices.
• Ability to analyse data and generate insights to improve partner performance.
• Proactive mindset focused on continuous improvement.
• Experience working with hyperscalers such as AWS and Google.

Culture & Benefits

• Flexible and collaborative work environment with startup-oriented values.
• Inclusive culture, employee resource groups, and regular company and team events.
• Generous paid time off and holiday schedule.
• Parental leave, progressive healthcare options, retirement programs, and education reimbursement.
• Commuter offset for specific locations, plus volunteering and community initiatives.