Remote Federal Channel Growth Lead

Keyfactor, Inc.; Virginia; Hybrid; USD 140,000 - 230,000; Full time

Benefits offered by this job

Second Fridays off

Comprehensive benefits

Parental leave

Job summary

Keyfactor, Inc. is seeking a Sr. Federal Channel Account Manager to lead and scale our U.S. federal indirect sales ecosystem. You will manage VAR and FSI relationships, align with contracts like GSA SEWP, and drive mixed SaaS and on-premise revenue for federal agencies.

You will collaborate cross-functionally with capture, contracts, and sales teams to win large federal deals, shape requirements, and co-sell with partners while ensuring governance across the channel.

Qualifications

• 5+ years of proven software channel management or indirect sales focused on U.S. Federal Government ecosystems.
• Two-Tier Distribution fluency across VARs, FSIs, and distributors.
• Strong knowledge of IT security infrastructure, PKI, cryptography, IAM, or cloud security.
• FAR knowledge and federal capture process experience.
• Proven ability to drive forecasts, pipelines, and executive stakeholder engagement.

Responsibilities

• Manage VAR/FSI relationships across federal networks including capture, contracts, sales, and technical teams.
• Develop joint business plans with strategic VARs/FSIs with clear targets for pipeline and bookings.
• Drive revenue growth via VAR/FSI channels for SaaS and on-premise solutions; manage RFPs and bids.

Skills

Federal channel management

Indirect sales

Cyber security

FAR knowledge

MEDDPICC/MEDDIC

Executive communication

Education

Bachelor's degree in Business/IT/Cybersecurity

Tools

CRM systems

Job description

Keyfactor, Inc. is seeking a Sr. Federal Channel Account Manager to lead and scale our U.S. federal indirect sales ecosystem. You will manage VAR and FSI relationships, align with contracts like GSA SEWP, and drive mixed SaaS and on-premise revenue for federal agencies.

You will collaborate cross-functionally with capture, contracts, and sales teams to win large federal deals, shape requirements, and co-sell with partners while ensuring governance across the channel.