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Keyfactor is seeking an experienced Senior Federal Channel Account Manager to lead, develop, and scale the company's indirect sales ecosystem within the U.S. Federal Government sector. Keyfactor is the market leader in PKI (Public Key Infrastructure), CLM (Certificate Lifecycle Management), and Quantum Readiness solutions, securing cryptographic assets for the world's most demanding organizations.
You will own and grow Keyfactor's relationships with Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs) that federal agencies already buy through. This role sits at the intersection of enterprise cybersecurity and complex public-sector procurement, managing two-tier distribution relationships across VARs, FSIs, and specialized federal distributors. Your primary objective is to deepen partner relationships so Keyfactor becomes the default PKI/CLM/PQC solution within every major government modernization initiative these partners touch.
Key Responsibilities:
• Serve as Keyfactor's senior relationship owner for the federal VAR and FSI network, building 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). Run disciplined cadences of QBRs, joint planning sessions, and executive check-ins.
• Build, maintain, and execute joint business plans with each strategic VAR and FSI, with clear shared targets for pipeline, bookings, and named-account coverage.
• 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.
• 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).
• 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.
• 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.
• 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.
• Maintain accurate and timely VAR/FSI partner pipeline data within CRM systems, leveraging structured sales qualification methodologies.
Note: 40–60% travel required. Applicants must be legally authorized to work in the United States.
Requirements:
• 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—not generalist channel experience.
• 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.
• Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloud-native security.
• In-depth knowledge of the Federal Acquisition Regulations (FAR) and the federal capture process.
• Fluency in enterprise sales execution frameworks such as MEDDPICC or MEDDIC.
• Exceptional communication, negotiation, and presentation skills, with the ability to influence executive-level stakeholders inside partner organizations.
Preferred:
• Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metro area to facilitate regular on-site VAR and FSI partner collaboration.
• Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field.
