Remote Federal Channel Leader (VAR/FSI)

Keyfactor; Virginia Beach (VA); Remote; USD 140,000 - 190,000; Full time

Job summary

Keyfactor seeks a Sr. Federal Channel Account Manager to lead an indirect sales ecosystem within the U.S. Federal Government sector.

You will own VAR/FSI relationships, drive revenue, and align sales activity with federal contract vehicles while coordinating with capture, contracts, and sales teams. Based in the United States with remote flexibility, you will interact with major VARs and FSIs, enabling co-sell and win strategies for PKI, CLM, and PQC solutions across government modernization

Qualifications

• 5+ years of software channel management focused on the U.S. Federal Government ecosystem
• Two-tier distribution fluency across VARs, FSIs, and distributors
• Strong foundation in cyber security, PKI or IAM concepts
• Deep knowledge of FAR and federal procurement processes
• Fluency with MEDDPICC or MEDDIC sales methodologies
• Exceptional ability to influence senior stakeholders in partner organizations

Responsibilities

• Own and grow federal VAR/FSI relationships, including major partners
• Craft and execute joint business plans with strategic VAR/FSI partners
• Drive revenue growth and maintain predictable pipeline via channel programs
• Align VAR/FSI activities with federal contract vehicles (GSA SEWP, etc.)
• Enable partners with product positioning, training, and co-selling
• Lead capture and RFP efforts with partners and internal teams
• Manage channel governance and deal registration across multiple partners
• Maintain accurate partner forecast data in CRM systems

Skills

VAR/FSI management

two-tier distribution

cyber security

FAR procurement

MEDDPICC/MEDDIC

executive communication

Education

Bachelor's degree

Tools

CRM systems

Job description

Keyfactor seeks a Sr. Federal Channel Account Manager to lead an indirect sales ecosystem within the U.S. Federal Government sector.

You will own VAR/FSI relationships, drive revenue, and align sales activity with federal contract vehicles while coordinating with capture, contracts, and sales teams. Based in the United States with remote flexibility, you will interact with major VARs and FSIs, enabling co-sell and win strategies for PKI, CLM, and PQC solutions across government modernization