Director, Public Sector Channels

Ping Identity•Denver, CO

9h•$180,000 - $200,000

About The Position

Ping Identity is seeking a strategic, field-oriented Director to lead its public sector channel strategy, primarily in the U.S. federal market. The role owns partner relationships and go-to-market execution across resellers, integrators, delivery partners, and distributors, helping partners create demand, shape opportunities, and deliver outcomes for federal customers. The Director will work with a named Partner Solutions Engineering counterpart and a Public Sector marketing counterpart to shape channel go-to-market plans and prioritize partner marketing investment. This builder role helps define how Ping Identity develops and scales its public sector partner business. The role involves working in the field with partners and Ping sales teams, developing partner enablement, coordinating joint go-to-market activities, collaborating with internal teams, and tracking performance and pipeline. Success includes expanding federal partner coverage, improving partner readiness, increasing sourced and influenced pipeline, and bringing field insight into the evolution of federal strategy and partner programs. Meaningful field time and travel as needed are expected. Ping Identity describes its work environment as flexible and collaborative. The company is headquartered in Denver, Colorado, with offices and employees around the globe. The listed Colorado base hiring range is $180,000–$200,000, plus variable commission; final compensation depends on factors including knowledge, skills, and abilities.

Requirements

10+ years of experience in channel, alliances, partner sales, or a related technology go-to-market role.
Experience working in the U.S. federal market and navigating federal buying motions, contracting channels, and partner ecosystems.
Experience managing or developing relationships with resellers, integrators, delivery partners, and/or distributors.
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.
Strong executive presence and communication skills, with the ability to work directly with sellers, technical teams, and delivery practitioners.
A positive, practical, and collaborative approach; ability to create momentum, follow through on commitments, and operate in a changing environment.
Willingness to spend meaningful time in the field with partners, customers, and internal teams, with travel as needed.

Nice To Haves

Experience with identity and access management, including workforce identity, customer identity, privileged access, or related technologies.
Experience working with federal or SLED partners such as Carahsoft, GDIT, Raventek, Thundercat, or Gainwell.
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 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.

Responsibilities

Own the public sector channel strategy and partner plan across resellers, integrators, delivery partners, and distributors, with clear priorities, engagement models, and measurable outcomes.
Build relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations.
Work 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 federal go-to-market plays and equipping partners to execute them.
Translate cybersecurity and identity concepts into practical partner conversations, presentations, and foundational enablement.
Work with the Public Sector marketing counterpart to shape the 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 data to focus time and investment.
Expand federal partner coverage, improve partner readiness, increase sourced and influenced pipeline, and bring field insight into federal strategy and partner programs.