Sr. Federal Channel Account Manager

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

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-tier distribution model and how VARs, aggregators, and FSIs each make money, make decisions, and choose which vendors to champion.
• Cyber Security Expertise: Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloudnative security.
• 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 as MEDDPICC 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) metro area 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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