Channel Account Manager- US Federal

Location: DC Area/East Coast; United States.

Experience: Mid-Senior Level

Job Function: Channel Sales

Employment Type: Full-Time

Travel: 30-50%

Industry: Computer Network & Security

About the position

As the Channel Account Manager in the US Federal sector, you will report directly to the VP of Channel Sales. Your primary role involves creating and executing strategies to establish and enhance partner relationships within the Government partner community. This includes expanding our partner ecosystem and strengthening existing partner connections. Operating in collaboration with partners, you will spearhead joint marketing initiatives, coordinate events, organize training sessions, and foster alignment between our business models to elevate end-customer value, particularly focusing on positioning Keyfactor products in government projects.

While focusing on driving business through partner management, a genuine interest in our products and technology is crucial for success. Understanding how government partners discover and position our solutions for procurement within government agencies is key.

Collaborating closely with various teams at Keyfactor, such as sales, professional services, marketing, finance, and management, building strong interpersonal relationships within the organization is vital to thrive in this role. Keyfactor values its employees' entrepreneurial spirit and initiative, considering these as fundamental qualities for a Channel Account Manager.

The position is US-based and allows remote work when necessary. Applicants must be US citizens or US permanent residents.

Responsibilities

• Create and implement strategic joint business plans to drive all aspects of partner relationships.
• Identify and foster key contacts within partner accounts, including executives, sales, marketing, and technical personnel.
• Present and advocate for the Keyfactor value proposition to accurately position Keyfactor within the partner community.
• Support Keyfactor's Sales organization in growing partner-influenced business relative to sales goals.
• Collaborate with Marketing teams at Keyfactor and partner organizations to develop and execute joint demand generation plans (e.g., CxO Roundtables, Joint Events).
• Ensure consistent communication and transparency to enhance partnership success, both internally and externally.
• Conduct regular business performance and relationship reviews with senior management at Keyfactor and the partner organization.
• Maintain and update internal CRM systems with relevant activities and information as required by senior management.

Skills and Qualifications

• 5+ years of experience in technical sales, Partner/Channels/Key Account Management.
• Preferably hold a university degree in Business or Technology.
• Strong customer orientation with the ability to develop persuasive value propositions.
• Excellent networking skills.
• Proficient written and verbal communication skills, including delivering engaging presentations to different audiences.
• Strategic sales planning abilities.
• Efficient utilization of analytical and creative skill sets.
• Experience in a fast-growing company or business unit preferred.
• In-depth understanding of how companies and partners evaluate security, software, and SaaS solutions.
• Interest and ability to grasp technical concepts in security and cryptography, communicating them at an intermediate level.
• Negotiation experience.
• Understanding IT security, PKI, Certificate Lifecycle Management, and open-source software concepts is advantageous.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities, and Benefits

At Keyfactor, we nurture teams that strive to improve daily. You will face challenges regularly and be provided with growth opportunities both personally and professionally. We offer an environment that balances autonomy and structure, fostering creativity and new ideas. Our culture is unique, embodying a range of initiatives such as benefit coverage, employee-focused ambassadors, Diversity commitment, Global Volunteer Day, Flexible time off, Cross-Functional meetings, Leadership Development meetings, All-Hands meetings, and more.

Our Core Values

Our core values guide our business operations and employee selection:

• Trust: Upholding trust and openness is vital for success.
• Customers: Customer-centric viewpoints drive our strategies and operations.
• Innovation: Continual innovation is crucial.
• Agility: We deliver with agility, embracing change.
• Respect: Respect for all unites us.
• Teamwork: Teams are essential for achieving our goals.

Keyfactor is an equal opportunity employer with a commitment to diversity and inclusivity. Applicants with disabilities can request accommodations at any time.

Pls email people@keyfactor.com to arrange for accommodations.