Senior Federal Channel Account Manager

🔥 0 minutes ago

🏛️ 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 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

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 Value-Added Resellers (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 • Meet or exceed quarterly and annual sales quotas • Align VAR and FSI sales activity with federal contract vehicles such as GSA Schedules and SEWP • Deliver product positioning, market strategy, and compliance training to partner sales and technical teams • Co-sell and position Keyfactor in active government deals • Collaborate with partner capture teams, internal federal field sales directors, and sales engineers to win federal RFPs and bids • Shape requirements language with FSI partners ahead of formal solicitations where appropriate • Manage deal registration, partner-of-record decisions, and channel conflict • Maintain accurate VAR/FSI pipeline data in CRM systems using structured sales qualification methodologies

🎯 Requirements

• Applicants must be legally authorized to work in the United States • 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 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 • Ability to influence executive-level stakeholders inside partner organizations • Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field (preferred)

🏖️ 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 regions, with comprehensive adoption and fertility support • Competitive time off globally • Employee-focused ambassadors via Key Contributors & Culture Committees • DIVERSE Commitment supporting inclusion and diversity • Keyfactor Alliance Program supporting DEIB efforts • 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 supporting professional development • Regular All Hands meetings followed by group gatherings