Federal Channel Lead: VAR/FSI Partnerships (Remote)

Keyfactor, Inc.; Yorktown (VA); A distancia; USD 120.000 - 190.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Comprehensive benefit coverage

Generous parental leave

Employee wellness program

Global disability inclusion

Descripción de la vacante

Keyfactor, Inc. is seeking a Senior Federal Channel Account Manager in the United States (Remote/DC/VA/MD) to lead indirect sales within the federal sector.

You will own relationships with VARs, FSIs, and federal distributors, driving revenue through strategic partnerships, contract vehicle alignment, and co-selling initiatives. You will engage with executive stakeholders, shape joint business plans, and guide partners through RFPs and procurement processes, contributing to Keyfactor’s

Formación

• 5+ years of proven software channel management or indirect sales in U.S. Federal Government.
• 2-Tier distribution knowledge: VARs/FSIs and federal distributors.
• Strong background in PKI, cryptography, IAM or cloud security.
• FAR and federal capture process knowledge.
• Experience with MEDDPICC/MEDDIC sales frameworks.
• Exceptional communication and stakeholder-influencing skills.

Responsabilidades

• Serve as senior relationship owner for federal VAR/FSI network and major partners.
• Build and execute joint business plans with strategic VAR/FSI partners.
• Drive revenue growth and maintain partner pipeline in CRM.
• Align partner activity with GSA Schedules, SEWP and other federal vehicles.
• Deliver product positioning, market strategy, and compliance training to partners.
• Collaborate on federal RFPs and bids, shaping requirements with FSIs.
• Manage deal registration and channel governance across multiple partners.
• Maintain accurate partner pipeline data and forecast in CRM.

Conocimientos

Two-Tier Distribution Fluency

Cyber Security Expertise

Procurement Acumen

Sales Methodology (MEDDPICC/MEDDIC)

Executive-level Communication

Educación

Bachelor's degree in Business/Marketing/IT/Cyber Security or related field

Descripción del empleo

Keyfactor, Inc. is seeking a Senior Federal Channel Account Manager in the United States (Remote/DC/VA/MD) to lead indirect sales within the federal sector.

You will own relationships with VARs, FSIs, and federal distributors, driving revenue through strategic partnerships, contract vehicle alignment, and co-selling initiatives. You will engage with executive stakeholders, shape joint business plans, and guide partners through RFPs and procurement processes, contributing to Keyfactor’s