Keyfactor dezvoltă soluții de securitate axate pe identitate, centrate pe infrastructura cu cheie publică (PKI), certificate digitale și chei criptografice. Platforma sa ajută companiile și dispozitivele conectate să gestioneze ciclurile de viață ale certificatelor, să automatizeze operațiunile PKI, să securizeze lansările de software prin semnarea codului și să stabilească identități IoT de încredere. Compania răspunde nevoilor de securitate din domeniile auto, medical, telecomunicații și IoT industrial, ajutând în același timp organizațiile să își modernizeze infrastructura criptografică și să se pregătească pentru provocări emergente, precum criptografia post-cuantică.
Senior Federal Channel Account Manager – United States Remote
Lead Keyfactor’s federal channel strategy across VARs, FSIs, and distributors. Grow PKI, CLM, and quantum-readiness opportunities through government partnerships, contract alignment, and co-selling.
Descriere
- Lead and expand Keyfactor’s indirect sales ecosystem across the U.S. Federal Government sector.
- Develop and grow partnerships with federal VARs, FSIs, and specialized distributors.
- Establish coordinated relationships across partner capture, contracts, sales, and technical teams.
- Conduct quarterly business reviews, joint planning sessions, and executive partner meetings.
- Create and execute joint business plans with strategic VAR and FSI partners.
- Increase SaaS and on-premises software revenue through the VAR and FSI channel.
- Achieve or exceed quarterly and annual sales targets.
- Coordinate partner sales activity with federal contract vehicles, including GSA Schedules and SEWP.
- Provide partners with product positioning, market strategy, and compliance enablement.
- Co-sell Keyfactor solutions and support positioning in active government opportunities.
- Work with capture teams, federal field sales leaders, and sales engineers to secure RFP and bid wins.
- Collaborate with FSI partners to shape requirements language before formal solicitations when appropriate.
- Oversee deal registration, partner-of-record determinations, and channel conflict resolution.
- Keep VAR and FSI pipeline records accurate in CRM systems using structured qualification methods.
Cerințe
- Legally authorized to work in the United States.
- At least five years of software channel management or indirect sales experience within the U.S. Federal Government ecosystem, including DoD, Intelligence, and Civilian agencies.
- Documented success developing and scaling relationships with federal VARs, distributors, FSIs, and prime contractors.
- Strong practical understanding of the federal two-tier distribution model.
- Working knowledge of IT security infrastructure, IAM, PKI, cryptography, or cloud-native security.
- Thorough understanding of the Federal Acquisition Regulation and federal capture processes.
- Experience with enterprise sales methodologies such as MEDDPICC or MEDDIC.
- Excellent communication, negotiation, and presentation abilities.
- Ability to influence executive stakeholders within partner organizations.
- Bachelor’s degree in Business, Marketing, Information Technology, Cyber Security, or a related discipline preferred.
Beneficii
- Company-wide day off on the second Friday of most months, excluding November and December because of the holiday schedule; subject to change.
- Comprehensive benefits coverage worldwide.
- Generous paid parental leave in the U.S. and other regions, plus adoption and fertility support.
- Competitive paid time off globally.
- Employee ambassador programs through Key Contributors and Culture Committees.
- DIVERSE Commitment initiatives supporting inclusion and diversity.
- Keyfactor Alliance Program supporting DEIB efforts.
- Wellbeing resources.
- Wellness allowance.
- Free mindfulness app membership.
- Wellness Wednesdays.
- Global Volunteer Day.
- Company matching for nonprofit contributions.
- Three paid volunteer days off.
- Monthly talent development and cross-functional meetings that support professional growth.
- Regular All Hands meetings followed by group gatherings.