Senior Federal Channel Growth Manager

Keyfactor; Washington (District of Columbia); Remote; USD 140,000 - 210,000; Full time

Benefits offered by this job

Second Fridays

Paid Parental Leave

Generous PTO

Wellbeing resources

Volunteer days

Job summary

Keyfactor, the leader in PKI and trust infrastructure, seeks a Federal Channel Manager to grow indirect sales with U.S. federal VARs/FSIs. You will own partner relationships and drive two-tier distribution across agencies.

Based in the DMV region, you will align contracts (GSA SEWP), enable co-selling, and manage RFPs. A background in cybersecurity, IAM, PKI, and FAR procurement is required to succeed in this role.

Qualifications

• 5+ years of proven software channel management or indirect sales in the U.S. federal sector.
• Deep knowledge of the two-tier distribution model and partner economics.
• Strong security, IAM, PKI or cryptography background.
• FAR procurement knowledge and federal acquisition processes.
• Experience building joint business plans and meeting/exceeding quotas.

Responsibilities

• VAR & FSI Relationship Management: own federal VAR/FSI network and engage with major partners.
• Partner Strategy & Business Planning: develop joint plans with targets for pipeline and bookings.
• Revenue & Pipeline Generation: grow SaaS/on-premise revenue through the VAR/FSI channel and track pipeline.
• Contract Vehicle Alignment: align activities with GSA SEWP and other primary contract vehicles.
• Deal Capture & RFP Management: collaborate to identify, qualify, and win federal bids.
• Channel Conflict & Governance: manage deal registrations and conflicts across multiple partners.
• Sales Forecasting: keep VAR/FSI pipeline data accurate in CRM systems.

Skills

Channel management

Indirect sales

Federal ecosystem

Two-tier distribution

Cyber security

PKI cryptography

Procurement FAR

MEDDPICC

Executive communication

Education

Bachelor's degree in Business, Marketing, IT, Cyber Security, or related field

Job description

Keyfactor, the leader in PKI and trust infrastructure, seeks a Federal Channel Manager to grow indirect sales with U.S. federal VARs/FSIs. You will own partner relationships and drive two-tier distribution across agencies.

Based in the DMV region, you will align contracts (GSA SEWP), enable co-selling, and manage RFPs. A background in cybersecurity, IAM, PKI, and FAR procurement is required to succeed in this role.