[Hiring] Senior Federal Channel Account Manager @Keyfactor, Inc.

Role Description

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. 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.

• 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).
• 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.
• 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).
• Partner Enablement & Co-Selling: Deliver product positioning, market strategy, and compliance training to VAR and FSI sales and technical teams.
• 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.
• Channel Conflict & Governance: Manage deal registration, partner-of-record decisions, and channel conflict across a multi-VAR, multi-FSI environment.
• Sales Forecasting: Maintain accurate and timely VAR/FSI partner pipeline data within CRM systems.

Qualifications

• Experience: 5+ years of proven software channel management or indirect sales experience specifically focused on the U.S. Federal Government ecosystem.
• Two-Tier Distribution Fluency: Deep, practical knowledge of the federal two-tier distribution model.
• Cyber Security Expertise: Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloud-native 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.

Requirements

• Location: Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metro area.
• Education: Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field.

Benefits

• Second Fridays (a company-wide day off on the second Friday of every month).
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment for a more inclusive and diverse future.
• Wellbeing resources, wellness allowance, mindfulness app free membership.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings.
• Regular All Hands meetings – followed by group gatherings.