Sr. Federal Channel Account Manager
Core
Lead, develop, and scale Keyfactor's indirect sales ecosystem within the U.S. Federal Government sector by managing relationships with Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs).
Role type
Senior Federal Channel Account Manager
Builds
SaaS and on-premises software revenue through the VAR/FSI channel for PKI, CLM, and Quantum Readiness solutions.
Domain
U.S. Federal Government, Cybersecurity, PKI/CLM
Required skills
Federal two-tier distribution model expertise, U.S. Federal Government ecosystem experience (DoD, Intelligence, Civilian), PKI/cryptography/IAM knowledge, Federal Acquisition Regulations (FAR) proficiency, MEDDPICC/MEDDIC sales methodology, executive stakeholder influence
Preferred skills
DMV metro area location, Bachelor's degree in Business/Marketing/IT/Cyber Security
Technologies
PKI, CLM, Quantum Readiness, GSA Schedules, SEWP
Responsibilities
Manage multi-threaded relationships with major FSIs and premier public-sector VARs; Build and execute joint business plans with strategic partners; Drive revenue growth and pipeline generation via VAR/FSI channel; Align partner sales activity with federal contract vehicles (GSA Schedules, SEWP); Deliver product positioning, market strategy, and compliance training to partner teams; Collaborate on deal capture, RFP management, and shaping requirements language; Manage channel conflict, deal registration, and partner-of-record decisions; Maintain accurate pipeline data in CRM systems.
Seniority
Senior, hands-on IC