Senior Federal Channel Account Manager

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.