Remote Federal Channel Strategy Lead

Keyfactor, Inc.; Richmond (VA); Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Parental leave

Wellbeing resources

Global benefits

Job summary

Keyfactor, Inc. is seeking a Sr. Federal Channel Account Manager to lead and scale indirect sales within the U.S.

Federal Government. You will own relationships with VARs and FSIs, drive revenue through channel partners, and coordinate with government procurement vehicles and programs. The role requires deep cybersecurity knowledge, two-tier distribution fluency, and strong communication skills to influence senior stakeholders across agencies and partners.

Qualifications

• 5+ years in software channel management focused on U.S. Federal Government.
• Deep knowledge of the federal two-tier distribution model and VAR/FSI ecosystems.
• Strong foundation in PKI/cryptography and cloud security.
• In-depth FAR knowledge and federal procurement processes.
• Experience using MEDDPICC or MEDDIC in enterprise sales.
• Excellent communication and stakeholder negotiation skills.

Responsibilities

• Manage federal VAR and FSI relationships and multi-tier partner network.
• Develop joint business plans with strategic VARs/FSIs with targets.
• Drive SaaS and on-prem revenue through channel partnerships.
• Align sales activity with GSA Schedules/SEWP and contract vehicles.
• Enable partners with product positioning and compliance training.
• Co-sell with partners on active government deals.
• Capture deals, shape requirements with partners ahead of solicitations.
• Maintain accurate VAR/FSI pipeline in CRM.

Skills

Federal sales

VAR/FSI relations

Cybersecurity

FAR knowledge

MEDDPICC

Communication

Job description

Keyfactor, Inc. is seeking a Sr. Federal Channel Account Manager to lead and scale indirect sales within the U.S.

Federal Government. You will own relationships with VARs and FSIs, drive revenue through channel partners, and coordinate with government procurement vehicles and programs. The role requires deep cybersecurity knowledge, two-tier distribution fluency, and strong communication skills to influence senior stakeholders across agencies and partners.