Sr. Federal Channel Account Manager

<div class="content-intro"><p><strong>About Keyfactor </strong></p> <p><span data-teams="true">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!</span></p></div><p><strong><span data-contrast="none">Title: </span></strong><span data-contrast="none">Sr. Federal Channel Account Manager</span></p> <p><strong><span data-contrast="none">Location: </span></strong><span data-contrast="none">United States, DC, VA, MD (Remote)</span></p> <p><strong><span data-contrast="none">Experience: </span></strong><span data-contrast="none">Senior Level</span></p> <p><strong><span data-contrast="none">Job Function: </span></strong><span data-contrast="none">Channel </span></p> <p><strong><span data-contrast="none">Employment Type: </span></strong><span data-contrast="none">Full-Time</span><span data-ccp-props="{"201341983":0,"335559739":0,"335559740":240}"> </span></p> <p><strong><span data-contrast="none">Travel:</span></strong><span data-contrast="none"> 40-60%</span><span data-ccp-props="{"201341983":0,"335559739":0,"335559740":240}"> </span></p> <p><strong><span data-contrast="none">Industry: </span></strong><span data-contrast="none">Computer and Network Security</span></p> <p><strong><span data-contrast="none"><span data-ccp-parastyle="Header 1 [H1]" data-ccp-parastyle-defn="{"ObjectId":"51050574-2db3-4080-a9a4-033ca0ded3d3|196","ClassId":1073872969,"Properties":[469777841,"Degular Medium",469777844,"Degular Medium",469769226,"Degular Medium",335551500,"16736607",268442635,"44",335559740,"240",201341983,"0",335559739,"360",201342446,"1",201342447,"4",201342448,"2",201342449,"1",469777842,"Arial",469777843,"ＭＳ Ｐゴシック",201341986,"1",335559704,"1025",335559705,"1033",335551547,"1033",335559738,"0",335559682,"2",335559683,"0",335560102,"0",134245418,"true",134245529,"true",469775450,"Header 1 [H1]",201340122,"2",134234082,"true",134233614,"true",469778129,"Header1H1",335572020,"1",335559685,"432",335559991,"432",469775498,"Normal",469778324,"heading 1"]}">About the position</span></span><span data-ccp-props="{"134245418":true,"134245529":true,"201341983":0,"335559685":0,"335559731":0,"335559738":0,"335559739":360,"335559740":240,"335559991":432}"> </span></strong></p> <p>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.<br>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.</p> <p><strong><span data-contrast="none">Applicants must be legally authorized to work in the United States.</span></strong></p> <p><strong><span data-contrast="none"><span data-ccp-parastyle="Header 1 [H1]">Responsibilities</span></span></strong></p> <p><span data-contrast="none"><span data-ccp-parastyle="Header 1 [H1]">• 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.<br>• 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.<br>• 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.<br>• 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.<br>• Partner Enablement