Senior Federal Channel Account Manager

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Spearhead, cultivate, and expand Keyfactor's indirect sales network within the U.S. Federal Government sector.

• Establish and enhance partnerships with federal Value-Added Resellers (VARs), Federal Systems Integrators (FSIs), and specialized federal distributors.

• Develop multi-faceted relationships across capture, contracts, sales, and technical teams.

• Conduct Quarterly Business Reviews (QBRs), collaborative planning sessions, and executive check-ins.

• Create, sustain, and implement joint business strategies with strategic VARs and FSIs.

• Propel revenue growth for SaaS and on-premises software through the VAR/FSI channel.

• Achieve or surpass quarterly and annual sales targets.

• Align VAR and FSI sales efforts with federal contract vehicles such as GSA Schedules and SEWP.

• Provide product positioning, market strategy, and compliance training to partner sales and technical teams.

• Co-sell and strategically position Keyfactor in active government opportunities.

• Collaborate with partner capture teams, internal federal field sales directors, and sales engineers to secure federal RFPs and bids.

• Influence requirement language with FSI partners prior to formal solicitations when appropriate.

• Oversee deal registration, partner-of-record decisions, and manage channel conflicts.

• Keep accurate VAR/FSI pipeline data in CRM systems using structured sales qualification methodologies.

⛳️ Requirements

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

• 5+ years of demonstrated software channel management or indirect sales experience specifically targeting the U.S. Federal Government ecosystem (DoD, Intelligence, and Civilian agencies).

• Proven success in developing and scaling relationships with federal VARs/distributors and FSIs/prime contractors.

• Extensive, practical understanding of the federal two-tier distribution model.

• Strong background in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloud-native security.

• Thorough knowledge of the Federal Acquisition Regulations (FAR) and the federal capture process.

• Proficiency in enterprise sales execution frameworks such as MEDDPICC or MEDDIC.

• Outstanding communication, negotiation, and presentation abilities.

• Capability to influence executive-level stakeholders within 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 each month, excluding November and December due to the Holiday schedule; subject to change).

• Comprehensive global benefit coverage.

• Generous paid parental leave in the U.S. and other regions, alongside comprehensive adoption and fertility support.

• Competitive time off policies globally.

• Employee-focused ambassadors through Key Contributors & Culture Committees.

• Commitment to DIVERSITY supporting inclusion and diversity.

• Keyfactor Alliance Program promoting DEIB efforts.

• Wellbeing resources available.

• Wellness allowance provided.

• Complimentary mindfulness app membership.

• Wellness Wednesdays initiative.

• Global Volunteer Day opportunities.

• Company matching for non-profit contributions.

• Three volunteer days off per year.

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

• Regular All Hands meetings followed by group gatherings.