Sr. Federal Channel Account Manager

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

About Keyfactor

Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor!

Title: Sr. Federal Channel Account Manager

Location: United States, DC, VA, MD (Remote)

Experience:Senior Level

Job Function: Channel

Employment Type: Full-Time

Travel: 40-60%

Industry: Computer and Network Security

About the position

Keyfactor is seeking an experienced, high-performing Federal Channel Manager to lead, develop, and scale our indirect sales ecosystem within the U.S. Federal Government sector. Keyfactor is the market leader in PKI, CLM, and Quantum Readiness - securing connection keys, certificates, and cryptographic assets for the world's most demanding organizations. This role exists to own and grow Keyfactor's relationships with the Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs) that federal agencies already buy through. You will sit at the intersection of cutting-edge enterprise cybersecurity and complex public-sector procurement, managing the two-tier distribution relationships - VAR, FSI, and specialized federal distributor. Your primary objective is to deepen those partner relationships to the point where Keyfactor is the default PKI/CLM/PQC answer inside every major government modernization initiative they touch.

Applicants must be legally authorized to work in the United States.

Responsibilities

• VAR & FSI Relationship Management (Primary Focus): Serve as Keyfactor's senior relationship owner for our federal VAR and FSI network. Build multi-threaded relationships across capture, contracts, sales, and technical teams at major FSIs (e.g., IBM, Booz Allen Hamilton) and premier public-sector VARs/distributors (e.g., Carahsoft, Norseman, Merlin, WWT and several others). Run a disciplined cadence of QBRs, joint planning sessions, and executive check-ins to keep Keyfactor top-of-mind as these partners shape agency solutions.


• Partner Strategy & Business Planning: Build, maintain, and execute joint business plans with each strategic VAR and FSI, with clear shared targets for pipeline, bookings, and named-account coverage.


• Revenue & Pipeline Generation: Drive predictable SaaS and on-premises software revenue growth through the VAR/FSI channel to meet or exceed quarterly and annual sales quotas, with VAR/FSI-sourced and influenced pipeline tracked as a distinct, reportable category.


• Contract Vehicle Alignment: Ensure Keyfactor solutions are easily accessible by federal agencies by aligning VAR and FSI sales activity with primary contract vehicles (e.g., GSA Schedules, SEWP), and by making sure the right partner is positioned on the right vehicle for each opportunity.


• Partner Enablement & Co-Selling: Deliver product positioning, market strategy, and compliance training to VAR and FSI sales and technical teams. Work directly with partner reps day-to-day to co-sell and position Keyfactor within active government deals - this is a hands-on, in-the-deal relationship, not a periodic check-in.


• Deal Capture & RFP Management: Collaborate closely with VAR/FSI capture teams, internal federal field sales directors, and sales engineers to identify, qualify, and win federal RFPs and bids, including shaping requirements language with FSI partners ahead of formal solicitation where appropriate.


• Channel Conflict & Governance: Manage deal registration, partner-of-record decisions, and channel conflict across a multi-VAR, multi-FSI environment so partners trust Keyfactor as a fair and predictable channel partner.


• Sales Forecasting: Maintain accurate and timely VAR/FSI partner pipeline data within CRM systems, leveraging structured sales qualification methodologies.

Minimum Experience

• Experience: 5+ years of proven software channel management or indirect sales experience specifically focused on the U.S. Federal Government ecosystem (DoD, Intelligence, and Civilian agencies), with demonstrated success building and scaling relationships with federal VARs/distributors and FSIs/prime contractors specifically - not generalist channel experience.


• Two-Tier Distribution Fluency: Deep, practical knowledge of the federal two-tierdistribution model and how VARs, aggregators, and FSIs each make money, makedecisions, and choose which vendors to champion.


• Cyber Security Expertise: Strong foundation in IT security infrastructure, Identity andAccess Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloudnativesecurity.


• Procurement Acumen: In-depth knowledge of the Federal Acquisition Regulations(FAR) and the federal capture process.


• Sales Methodology: Fluency in enterprise sales execution frameworks such asMEDDPICC or MEDDIC.


• Communication: Exceptional communication, negotiation, and presentation skills, with the ability to influence executive-level stakeholders inside partner organizations, not just within Keyfactor.

Preferred

• Location: Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metroarea to facilitate regular on-site VAR and FSI partner collaboration.


• Education: Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.

Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.


• Comprehensive benefit coverage globally.


• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn't exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.


• Competitive time off globally.


• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.


• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.


• The Keyfactor Alliance Program to support DEIB efforts.


• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.


• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.


• Monthly Talent development and Cross Functional meetings to support professional development.


• Regular All Hands meetings - followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust is paramount.

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers are core.

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation never stops, it only accelerates.

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility.

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect.

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make \"it\" happen.

Vision and goals are not individually achievable - they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor's People team via and/or telephone at to request and arrange for accommodations at any time.

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