Senior Channel Account Manager, East

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the channel strategy and partner coverage model for the East region, ensuring alignment with sales leadership, marketing, alliances, and solutions engineering.

• Cultivate, enhance, and activate relationships at both the executive and field levels with strategic partners, growth partners, distributors, services partners, and technology alliances.

• Create joint business plans that outline target accounts, key use cases, pipeline objectives, enablement requirements, and measures of mutual success.

• Generate a partner-sourced pipeline through account mapping, establishing executive alignment, joint prospecting, field events, campaigns, and collaborative co-sell strategies.

• Coordinate multi-partner opportunities involving resellers, services, technology, distribution, and marketplace partners.

• Collaborate with Keyfactor sales teams to enhance deal strategies, customer access, services coordination, and procurement execution.

• Leverage AI-driven tools and disciplined data practices to pinpoint whitespace, prioritize partner actions, bolster account intelligence, enhance follow-up, and boost sales efficiency.

• Recruit, onboard, and activate partners to expand expertise and coverage in machine identity security, PKI, certificate lifecycle management, cryptographic discovery, and post-quantum readiness.

• Promote partner enablement by assisting partners in articulating Keyfactor’s value, recognizing customer triggers, and advancing qualified opportunities.

• Conduct regular partner pipeline and business reviews, ensuring clear ownership, next steps, forecast visibility, and accountability.

• Identify and eliminate obstacles related to technical readiness, commercial alignment, customer procurement pathways, or internal coordination.

• Collaborate with marketing on targeted demand-generation initiatives led by partners.

• Track partner activity, account alignment, pipeline attribution, and opportunity plans in Salesforce and related systems.

• Act as the internal representative for East-region partners by conveying market feedback, competitive insights, customer needs, and growth opportunities.

• Success will be measured by the volume of qualified partner-sourced pipeline, established strategic relationships, effective co-selling efforts, AI-enabled account intelligence, partner activation, and data-driven business reviews.

⛳️ Requirements

• Candidates must possess legal authorization to work in the United States.

• 5-7+ years of experience in channel, partner, alliance, business development, or indirect sales within the enterprise cybersecurity, infrastructure software, cloud, identity, or related technology sectors.

• Demonstrated success in developing joint go-to-market strategies and generating quantifiable partner-sourced or partner-influenced pipeline.

• Proven track record of establishing and maintaining deep relationships with strategic channel partners and senior stakeholders.

• Experience collaborating with VARs, security solution providers, distributors, MSPs/MSSPs, and technology alliance partners.

• Proven experience leading complex co-selling efforts with multiple partners across both internal sales teams and external partner organizations.

• Practical knowledge of AI tools and their responsible use in account planning, partner intelligence, pipeline development, and sales productivity.

• Strong understanding of enterprise sales processes, including account planning, opportunity strategy, procurement, and partner-led services.

• Capability to work effectively with field sales, solutions engineering, marketing, operations, and executive stakeholders.

• Familiarity with Salesforce or similar CRM systems for managing partner activities, pipeline, forecasting, and business performance.

• Willingness to travel throughout the East region for partner, customer, and field engagements.

• A growth mindset with the ability to create structure, momentum, and measurable results.

• A relationship-first approach combined with commercial discipline.

• Confidence in leading multi-partner co-selling efforts.

• Curiosity and comfort with AI technologies.

• Strong executive presence with the ability to influence both partner and internal organizations.

• Credibility in technical security discussions with the capability to translate complex topics into business value.

• A commitment to accountability, follow-through, and a collaborative approach.

🏝️ Benefits

• Second Fridays: a company-wide day off on the second Friday of each month, except for November and December due to the holiday schedule; this benefit is subject to change.

• Comprehensive benefit coverage on a global scale.

• Paid Parental Leave for new parents, with the structure varying based on regional and governmental requirements.

• Generous paid parental leave in the U.S., along with comprehensive support for adoption and fertility.

• Competitive time-off policies around the world.

• Access to wellbeing resources.

• A wellness allowance.

• Free membership to a mindfulness app.

• Wellness Wednesdays.

• Global Volunteer Day.

• Company matching for non-profit donations.

• Three days off for volunteering.

• Monthly talent development and cross-functional meetings aimed at supporting professional growth.

• Regular All Hands meetings followed by group gatherings.

• Opportunities for personal and professional growth.

• An entrepreneurial environment that balances autonomy with structure.