Senior Federal Channel Account Manager

🕒 October 1

🏛️ District of Columbia, Maryland, +1 more states – Remote

🏛️ District of Columbia – Remote 🦀 Maryland – Remote ⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 24%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Open for 45 days.
• Jobs at this company usually fill in 33 days.
• Reposted once.
• No salary listed.

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Keyfactor

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

🚘 Automotive

🏥 Healthcare

🔐 Security

Automotive • Healthcare • Security

Keyfactor is a leader in providing Public Key Infrastructure (PKI) and cryptographic services, with a strong focus on identity-first security. The company offers a range of products and services designed to manage digital certificates and cryptographic keys for enterprises and IoT devices, enhancing security and trust in an increasingly connected world. Their offerings include PKI as a service, certificate lifecycle automation, fast and secure code signing, and IoT identity management. Keyfactor's solutions also address industry-specific challenges in automotive, medical, telecom, and industrial IoT sectors. Emphasizing modern PKI practices, Keyfactor helps organizations automate and scale their security infrastructure while preparing for emerging threats, including post-quantum cryptography.

📋 Description

• Lead, develop, and scale Keyfactor's indirect sales ecosystem within the U.S. Federal Government sector • Own and grow relationships with federal VARs, Federal Systems Integrators (FSIs), and specialized federal distributors • Build multi-threaded relationships across capture, contracts, sales, and technical teams • Run QBRs, joint planning sessions, and executive check-ins • Build, maintain, and execute joint business plans with strategic VARs and FSIs • Drive SaaS and on-premises software revenue growth through the VAR/FSI channel • Track VAR/FSI-sourced and influenced pipeline • Align partner sales activity with federal contract vehicles such as GSA Schedules and SEWP • Deliver product positioning, market strategy, and compliance training to partner teams • Co-sell and position Keyfactor in active government deals • Collaborate on federal RFPs and bids, including shaping requirements language • Manage deal registration, partner-of-record decisions, and channel conflict • Maintain accurate partner pipeline data in CRM systems using structured sales qualification methodologies

🎯 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) • Demonstrated success building and scaling relationships with federal VARs/distributors and FSIs/prime contractors • Deep, practical knowledge of the federal two-tier distribution model • Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloudnative 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 • Ability to influence executive-level stakeholders inside partner organizations • Applicants must be legally authorized to work in the United States

🏖️ Benefits

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule; subject to change) • Comprehensive benefit coverage globally • Generous paid parental leave in the U.S. and other regional paid parental leave structures • Comprehensive adoption and fertility support • Competitive time off globally • Wellbeing resources • Wellness allowance • Free mindfulness app membership • Wellness Wednesdays • Global Volunteer Day • Company non-profit matching • 3 volunteer days off • Monthly Talent development and Cross Functional meetings to support professional development • Regular All Hands meetings followed by group gatherings

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