Vice President, Global System Integrators Business Development

About Keyfactor

Our organization aims to create a connected society built on trust, providing identity-first security for both machines and humans. Keyfactor enables businesses to quickly establish and maintain digital trust on a large scale. With extensive experience in cybersecurity, we have gained the trust of over 1,500 companies worldwide. We are consistently recognized as a top workplace, and this is made possible by our exceptional team members who foster a thriving culture as we expand. We look forward to having you join Keyfactor and trust your future with us!

Location: Remote; United States

Experience: Seasoned executive

Job Function: Channel Sales

Employment Type: Full-time

Industry: Computer Network & Security

Job Summary

The Vice President of Global System Integrators Business Development is responsible for strategizing and implementing our global system integrator plan. Reporting to the Senior Vice President of Global Channels, this role involves forming key partnerships to elevate Keyfactor's engagement and revenue growth through Global System Integrators. Drawing on the success of our regional and specialty security integrator programs, the position plays a pivotal role in shaping the future of the channel business and making a significant global impact.

Job Responsibilities

• Develop and drive a holistic global strategy for building partnerships with system integrators to significantly boost revenue.
• Identify, nurture, and expand relationships with channel implementation partners on a global scale, leveraging their networks to increase revenue among affiliates and integrators.
• Create solutions aligned with Keyfactor products in vital areas such as Post Quantum Computing, Zero Trust, and enterprise security.
• Collaborate effectively with Channel, Sales, Marketing, Product, and Sales Operations teams to maximize GSI sales opportunities.
• Promote Keyfactor Technology with partners, emphasizing technical advocacy in their labs/centers of excellence/demo centers.
• Lead negotiations and finalize agreements in accordance with company guidelines, ensuring mutually beneficial outcomes.
• Define key performance indicators (KPIs) and metrics to assess channel sales performance, analyze outcomes to fine-tune strategies, and drive ongoing enhancements.

Minimum Qualifications, Education, and Skills

• Extensive leadership experience in sales, ideally within channel sales or the technology, security, or SaaS sectors.
• Track record of establishing and expanding successful GSI partnership programs on a global scale.
• Strong capabilities in relationship-building and negotiation to cultivate enduring partnerships.
• Strategic mindset with a passion for formulating and executing partnership strategies to achieve business goals.
• Effective communication and presentation skills to articulate complex ideas clearly and persuasively.
• Proficient in project management to handle multiple projects concurrently.
• Strategic and innovative thinking with a focus on achieving results.
• Proficient in stakeholder management, prioritizing continuous improvement and regular communication with a data-driven approach.
• General grasp of IT-security, PKI, Certificate Lifecycle Management, and open-source software.
• Direct experience in forming partnerships with organizations such as Deloitte, EY, Accenture, Avanade, IBM, HCL, and Infosys.

Travel Requirements

Up to 50% may be required for this role.

Compensation

Salary will be commensurate with the candidate's level of experience.

Culture, Career Opportunities, and Benefits

We foster teams that strive for continuous improvement each day. Team members are challenged daily and provided with opportunities for personal and professional growth. We strike a balance between autonomy and structure to create an entrepreneurial atmosphere that encourages creativity and new ideas. At Keyfactor, we offer diverse initiatives to cultivate a special culture:

• Second Fridays off on a monthly basis for the entire company.
• Comprehensive benefit coverage provided by the company for both employees and their dependents in the US.
• Generous paid parental leave available in the US.
• Dedicated employee-focused ambassadors through Key Contributors & Culture Committees.
• Commitment to diversity and inclusion with the DIVERSE initiative.
• Keyfactor Alliance Program supporting efforts related to diversity, equity, inclusion, and belonging (DEIB).
• Wellbeing resources, wellness allowance, complimentary membership to a mindfulness app, and Wellness Wednesdays.
• Global Volunteer Day, company contribution matching to nonprofits, and 3 volunteer days off.
• Unlimited time off (US) along with competitive vacation time globally.
• Monthly talent development sessions and Cross Functional meetings to support professional growth.
• Regular all-hands meetings followed by group social gatherings.

Our Core Values

Our fundamental values guide the way we conduct our business and inform our expectations for each team member:

• Trust is paramount.
• Customers are core.
• Innovation never stops, it only accelerates.
• We deliver with agility.
• United by respect.
• Teams make "it" happen.

Keyfactor is an equal opportunity employer.

REASONABLE ACCOMMODATION: Applicants with disabilities can contact a member of Keyfactor's People team to request accommodations at any time.