Remote Federal Channel Growth Leader

Keyfactor; Maryland; Remote; USD 120,000 - 160,000; Full time

Benefits offered by this job

Second Fridays off

Comprehensive benefits globally

Generous parental leave

Wellbeing resources

Job summary

Keyfactor seeks a Sr. Federal Channel Account Manager to lead indirect sales within the U.S. Federal Government. You will grow relationships with VARs and FSIs, align with GSA/SEWP vehicles, and drive revenue through strategic partnerships in a complex public-sector environment.

You will shape joint plans, manage opportunities end-to-end, and influence executive stakeholders across capture, contracts, and sales. A background in PKI/CIoT security is preferred.

Qualifications

• 5+ years of proven software channel management or indirect sales experience focused on the U.S. Federal Government ecosystem.
• Deep knowledge of the federal two-tier distribution model and how VARs/FSIs monetize opportunities.
• Strong foundation in IT security, IAM, PKI, cryptography, or cloud-native security.
• In-depth knowledge of FAR and federal capture processes.
• Fluency in enterprise sales frameworks such as MEDDPICC/MEDDIC.
• Excellent communication, negotiation, and executive stakeholder engagement.

Responsibilities

• Own and manage VAR/FSI relationships with major federal distributors and FSIs (e.g., IBM, Booz Allen Hamilton).
• Develop and execute joint business plans with strategic VARs/FSIs with clear targets.
• Drive SaaS and on-premises revenue through VAR/FSI channels to meet quotas.
• Align VAR/FSI activities with federal contract vehicles (GSA Schedules, SEWP).
• Provide product positioning, market strategy, and compliance training to partner teams.
• Collaborate on RFPs and bids, shaping requirements with partners.
• Manage channel governance and deal registration across multiple partners.
• Maintain accurate partner pipeline data in CRM.

Skills

Federal channel management

Two-tier distribution

Cyber security

Procurement knowledge

Sales methodology (MEDDPICC/MEDDIC)

Executive communication

Education

Bachelor's degree in Business/IT/Cyber Security

Job description

Keyfactor seeks a Sr. Federal Channel Account Manager to lead indirect sales within the U.S. Federal Government. You will grow relationships with VARs and FSIs, align with GSA/SEWP vehicles, and drive revenue through strategic partnerships in a complex public-sector environment.

You will shape joint plans, manage opportunities end-to-end, and influence executive stakeholders across capture, contracts, and sales. A background in PKI/CIoT security is preferred.