Senior Channel Account Manager, East

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

💰 Account Manager

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This company has sponsored H1B visas in the past.

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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

• Own the East-region channel strategy and partner coverage model in alignment with sales leadership, marketing, alliances, and solutions engineering • Build, deepen, and activate executive and field-level relationships with strategic partners, growth partners, distributors, services partners, and technology alliances • Develop joint business plans defining target accounts, priority use cases, pipeline goals, enablement needs, and mutual success measures • Build partner-sourced pipeline through account mapping, executive alignment, joint prospecting, field events, campaigns, and multi-partner co-sell plays • Orchestrate multi-partner opportunities across reseller, services, technology, distribution, and marketplace partners • Partner with Keyfactor sellers to improve deal strategy, customer access, services alignment, and procurement execution • Use AI-enabled tools and disciplined data practices to identify whitespace, prioritize partner actions, strengthen account intelligence, improve follow-up, and increase sales efficiency • Recruit, onboard, and activate partners expanding coverage and expertise in machine identity security, PKI, certificate lifecycle management, cryptographic discovery, and post-quantum readiness • Drive partner enablement and help partners position Keyfactor’s value, identify customer triggers, and bring qualified opportunities forward • Lead regular partner pipeline and business reviews with clear ownership, next steps, forecast visibility, and accountability • Identify and remove barriers involving technical readiness, commercial alignment, customer procurement paths, or internal coordination • Work with marketing on targeted partner-led demand-generation programs • Maintain partner activity, account alignment, pipeline attribution, and opportunity plans in Salesforce and related systems • Represent East-region partners internally by sharing market feedback, competitive insights, customer needs, and growth opportunities • Success measured by qualified partner-sourced pipeline, trusted strategic relationships, effective co-sell motions, AI-enabled account intelligence, partner activation, and data-driven business reviews

🎯 Requirements

• Applicants must be legally authorized to work in the United States • 5-7+ years of channel, partner, alliance, business development, or indirect sales experience in enterprise cybersecurity, infrastructure software, cloud, identity, or related technology markets • Proven success building joint go-to-market plans and generating measurable partner-sourced or partner-influenced pipeline • Demonstrated history of building and sustaining deep relationships with strategic channel partners and senior partner stakeholders • Experience working with VARs, security solution providers, distributors, MSPs/MSSPs, and technology alliance partners • Experience leading complex, multi-partner co-sell motions across internal sales teams and external partner organizations • Practical understanding of AI tools and responsible application to account planning, partner intelligence, pipeline development, and sales productivity • Strong knowledge of enterprise sales motions, including account planning, opportunity strategy, procurement, and partner-led services • Ability to work effectively with field sales, solutions engineering, marketing, operations, and executive stakeholders • Experience using Salesforce or similar CRM systems to manage partner activity, pipeline, forecasting, and business performance • Ability to travel throughout the East region for partner, customer, and field engagements • Growth mindset and ability to create structure, momentum, and measurable outcomes • Relationship-first approach with commercial discipline • Confidence leading multi-partner co-sell motions • Curiosity and comfort with AI • Strong executive presence and ability to influence across partner and internal organizations • Credibility in technical security conversations and ability to translate complex topics into business value • Accountability, follow-through, and collaborative approach

🏖️ Benefits

• Second Fridays: a company-wide day off on the second Friday of every month, minus November and December due to the Holiday schedule; benefit subject to change • Comprehensive benefit coverage globally • Paid Parental Leave for new parents, with structure varying based on regional/government requirements • Generous paid parental leave in the U.S., with comprehensive adoption and fertility support • Competitive time off globally • Wellbeing resources • Wellness allowance • Mindfulness app free 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 • Opportunities to grow personally and professionally • Entrepreneurial environment balancing autonomy and structure