VP of Channel Sales, EMEA

About Keyfactor:

Our mission is to cultivate a connected society based on trust, emphasizing identity-first security for both machines and humans. With over 1,500 trusted clients globally, Keyfactor is dedicated to establishing and maintaining digital trust at scale. We are consistently recognized as a Best Place to Work, thanks to our exceptional team and thriving culture that drives our continuous growth.

Location:

• United Kingdom; Remote or Sweden; Stockholm or Germany; Remote

Experience:

• Senior

Job Function:

• Channel Sales

Employment Type:

• Full Time

Industry:

• Computer & Network Security

Job Summary:

We are in search of a VP of Channel Sales, to lead our partner business growth across EMEA. Reporting to the SVP of Global Channels, you will manage a team dedicated to driving go-to-market strategy, partner development, and revenue expansion primarily in mainland Europe with some focus on emerging regions like the Middle East and Africa. The ideal candidate should have a successful track record working with various partners such as Solution Providers, Resellers, Service Delivery partners, VARs, SIs, or Distribution Partners, along with experience in related Technologies and Cloud partners.

You will have the opportunity to advance our channel business in the region and create a significant impact on Keyfactor's future. The position offers flexibility to be based in London, Paris, or Stockholm, with the option for a hybrid work setup.

Responsibilities:

• Forecast and manage deals regionally by engaging with Partner Field Sales teams and Channel Account Team
• Lead a team of Channel Account Managers, setting a channel vision and guiding them towards strategic goals aligned with company objectives
• Build credibility with C-level executives and technical teams from partner organizations, articulating the partnership vision with Keyfactor, and developing joint business opportunities through structured business and marketing plans
• Serve as a channel business advocate across various teams within Keyfactor, including direct sales, solution engineering, marketing, channel programs, business, product, and engineering
• Collaborate closely with the direct field sales team to offer partners that enhance customer value and outline a comprehensive global strategy for system integrator partnerships, overseeing the cultivation of strategic alliances to drive significant revenue growth
• Define key performance indicators (KPIs) and metrics to assess channel sales performance, actively analyzing outcomes to refine strategies and drive continuous improvements

Minimum Qualifications, Education, and Skills:

• Extensive Channel Management experience in software, security, SaaS companies
• Demonstrated success working with Solution Partners, Resellers, VARs, SIs, Technology Partners, or Cloud Partners
• Proven expertise in cultivating and leading high-performance, high-growth Channel teams
• Experience in implementing in-region channel programs that encourage growth and investment in vendor relationships
• Team player with the ability to build consensus to achieve company objectives
• Strong interpersonal communication skills
• Effective time management, project management, and prioritization skills

Compensation:

Salary will be commensurate with experience.

Culture, Career Opportunities, and Benefits:

At Keyfactor, we aspire to continuously improve each day, fostering a challenging environment that encourages personal and professional growth. We strike a balance between autonomy and structure to create an entrepreneurial atmosphere that inspires creativity and novel ideas.

Our culture is further supported by various initiatives, including Second Fridays (a monthly day off for all employees), comprehensive benefit coverage financed by the company for employees and dependents, generous paid parental leave, dedicated employee-focused ambassadors, and the DIVERSE Commitment program promoting inclusivity and diversity, among others.

Our Core Values:

Our core values form the backbone of how we operate and guide our team members:

• Trust is paramount: Openness and trustworthiness are crucial in our customer partnerships.
• Customers are core: We prioritize our customers' security interests and align our actions accordingly.
• Innovation never stops: We commit to staying ahead of the innovation curve through continuous focus and investment.
• We deliver with agility: We thrive in dynamic environments, adapting swiftly to drive towards our strategic goals.
• United by respect: Respect for all individuals unites us, promoting diversity, inclusivity, equity, and empathy in all aspects of our operations.
• Teams make "it" happen: Teamwork and collaboration are essential for achieving our collective goals; we value operating as a cohesive unit and celebrating collective success.

Keyfactor is an equal opportunity employer, inclusive of veterans and individuals with disabilities. Applicants with disabilities can request accommodations at any time through our People team.