Senior Channel Account Manager

Keyfactor; Madrid; On-site; EUR 70,000 - 100,000; Full time

Benefits offered by this job

Second Fridays

Paid Parental Leave

Wellbeing resources

Wellness Wednesdays

Global Volunteer Day

Non-profit matching

Talent development

All Hands meetings

Cross Functional meetings

DEIB initiatives

Job summary

Keyfactor, based in Madrid, is seeking a Senior Channel Account Manager to strengthen partner relationships and drive strategic channel programs. The role involves managing partner planning, coordinating marketing activity with partners, and aligning training with program requirements to grow the regional business.

You will work closely with Keyfactor teams to negotiate partner agreements, support onboarding, and ensure effective collaboration across sales and technical resources to close

Qualifications

• Bachelor's degree or equivalent experience.
• Up to 7 years of relevant work experience, 5 years working in technology channel organization focused on partner sales and management.
• Strategic leadership, advanced managerial skills excellent stakeholder management.
• Ability to lead large teams, develop and implement strategic initiatives, and influence senior leadership.
• In-depth understanding of company strategy, industry benchmarks, and market dynamics.

Responsibilities

• Grow important partner relationships and identify executive-level contacts within partner organizations.
• Ability to develop complex partner planning framework
• Recognize regional partner gaps and identify tactical actions to grow partner business in region
• Organize marketing activity between Keyfactor and Partner organizations and communicate needs and requirements to stakeholders.
• Provide action plan for partner that aligns training needs with program requirements - mapping training to partner business development metrics.
• Review Keyfactor GTM and products and align to existing Partner business. Nurture partner through relationship evaluation. Negotiate Partner Agreements with Partner. Manage Onboarding and add elements based on partner needs.
• Manage Keyfactor Partner through opportunity development through close. Engage Keyfactor team on Partner's behalf where additional technical or sales resource is needed to advance deal.

Skills

Strategic leadership

Stakeholder management

Team leadership

Influence senior leadership

Business strategy understanding

Education

Bachelor's degree or equivalent experience

Job description

Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor!

Location: Madrid, Spain

Experience: Senior

Job Function: Channel

Employment Type: Full-time

Travel: > 30%

Job Summary

The Senior Channel Account Manager has a moderate impact on the function’s productivity, managing channel relationships and project objectives with growing autonomy. They handle their own functional tasks and make routine decisions independently, seeking minimal assistance for straightforward tasks. Interaction with partners and team members is collaborative, aiming to strengthen partner performance and support strategic goals.

Job Responsibilities

• Grow important partner relationships and identify executive-level contacts within partner organizations.
• Ability to develop complex partner planning framework
• Recognize regional partner gaps and identify tactical actions to grow partner business in region
• Organize marketing activity between Keyfactor and Partner organizations and communicate needs and requirements to stakeholders.
• Provide action plan for partner that aligns training needs with program requirements - mapping training to partner business development metrics.
• Review Keyfactor GTM and products and align to existing Partner business. Nurture partner through relationship evaluation. Negotiate Partner Agreements with Partner. Manage Onboarding and add elements based on partner needs.
• Manage Keyfactor Partner through opportunity development through close. Engage Keyfactor team on Partner's behalf where additional technical or sales resource is needed to advance deal.

Minimum Qualifications, Education, and Skills

• Bachelor's degree or equivalent experience
• Up to 7 years of relevant work experience, 5 years working in technology channel organization focused on partner sales and management
• Strategic leadership, advanced managerial skills excellent stakeholder management.
• Ability to lead large teams, develop and implement strategic initiatives, and influence senior leadership.
• In-depth understanding of company strategy, industry benchmarks, and market dynamics.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.

Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
• The Keyfactor Alliance Program to support DEIB efforts.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings to support professional development.
• Regular All Hands meetings – followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust is paramount.

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers are core.

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation never stops, it only accelerates.

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility.

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect.

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make “it” happen.

Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via [e-mail] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.