Remote Federal Channel Growth Director

Bazeta; Washington (District of Columbia); Hybrid; USD 130,000 - 190,000; Full time

Job summary

Keyfactor, Inc. in Washington, DC area seeks a Sr. Federal Channel Account Manager to lead, develop, and scale indirect sales with U.S.

Federal Government partners. The role focuses on strengthening relationships with VARs, FSIs, and federal distributors, driving two-tier channel revenue growth and ensuring alignment with federal contracting vehicles. You will engage in executive-level negotiations, build strategic plans, and guide co-selling efforts across capture and contracts teams to win

Qualifications

• Experience in software channel management or indirect sales focused on U.S. Federal Government.
• Strong knowledge of the federal two-tier distribution model and how VARs/FSIs win deals.
• Background in IT security, IAM, PKI, cryptography, or cloud-native security.
• Solid understanding of FAR and federal procurement processes.

Responsibilities

• Own and grow Keyfactor's relationships with federal VARs/FSIs and prime distributors.
• Develop and execute joint business plans with strategic VARs/FSIs with clear targets for pipeline and bookings.
• Drive revenue growth through VAR/FSI channels and manage contract vehicles alignment (GSA Schedules, SEWP).
• Deliver product positioning, market strategy, and compliance training to partner sales/technical teams.

Skills

VAR/FSI relationships

two-tier distribution

Cyber security

Procurement knowledge

MEDDPICC/MEDDIC

Executive communications

Education

Bachelor's degree in Business/IT/Cyber

Tools

CRM systems

Job description

Keyfactor, Inc. in Washington, DC area seeks a Sr. Federal Channel Account Manager to lead, develop, and scale indirect sales with U.S.

Federal Government partners. The role focuses on strengthening relationships with VARs, FSIs, and federal distributors, driving two-tier channel revenue growth and ensuring alignment with federal contracting vehicles. You will engage in executive-level negotiations, build strategic plans, and guide co-selling efforts across capture and contracts teams to win