Senior Federal Channel Lead — PKI & Cloud Security

Keyfactor; Baltimore (MD); Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Second Fridays

Global benefits package

Paid parental leave

Generous PTO

Job summary

Keyfactor is seeking a Sr. Federal Channel Account Manager to drive indirect sales with U.S. federal VARs/FSIs. You will own relationships, execute joint plans, and push for predictable revenue growth in a remote role across the US Federal market.

You will navigate two-tier distribution, leverage MEDDPICC/MEDDIC sales approaches, and work closely with government partners on procurement processes, RFPs, and contract vehicles. Strong cybersecurity expertise is essential.

Qualifications

• 5+ years of proven software channel management or indirect sales experience focused on U.S. Federal Government.
• Deep knowledge of the federal two-tier distribution model (VARs, FSIs, distributors).
• Strong foundation in IT security, PKI, cryptography, IAM, or cloud security.
• In-depth FAR knowledge and federal capture process.
• Fluency with enterprise sales execution frameworks (MEDDPICC or MEDDIC).
• Excellent communication and negotiation skills for executive stakeholders.

Responsibilities

• VAR & FSI relationship ownership across major partners; lead multi-threaded collaboration with capture, contracts, sales and technical teams.
• Build and execute joint business plans with VARs/FSIs with clear targets for pipeline and bookings.
• Drive SaaS and on-prem revenue growth through the VAR/FSI channel; track pipeline as a discrete category.
• Align VAR/FSI activity with contract vehicles (GSA Schedules, SEWP) for federal opportunities.
• Deliver product positioning, market strategy, and compliance training to partner teams to enable co-selling.
• Collaborate with VAR/FSI teams and sales to identify, qualify, and win federal RFPs and bids.
• Manage channel conflict and governance across multiple partners to ensure trust and predictability.
• Maintain accurate VAR/FSI pipeline data in CRM and apply structured sales qualification.

Skills

Channel management

Two-tier distribution

Cyber security

Procurement knowledge

Sales methodologies

Executive communication

Job description

Keyfactor is seeking a Sr. Federal Channel Account Manager to drive indirect sales with U.S. federal VARs/FSIs. You will own relationships, execute joint plans, and push for predictable revenue growth in a remote role across the US Federal market.

You will navigate two-tier distribution, leverage MEDDPICC/MEDDIC sales approaches, and work closely with government partners on procurement processes, RFPs, and contract vehicles. Strong cybersecurity expertise is essential.