Sr. Federal Channel Account Manager

The role

This person will lead, develop, and scale the indirect sales ecosystem within the U.S. Federal Government sector. They will manage relationships with Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs) to grow revenue.

What you will do

• Serve as senior relationship owner for federal VAR and FSI network.
• Build, maintain, and execute joint business plans with strategic VAR and FSI.
• Drive SaaS and on-premises software revenue growth to meet sales quotas.
• Align VAR and FSI sales activity with primary contract vehicles like GSA Schedules and SEWP.
• Deliver product positioning, market strategy, and compliance training to partner teams.
• Co-sell and position Keyfactor within active government deals.
• Collaborate with capture teams and sales engineers to win federal RFPs and bids.
• Manage deal registration, partner-of-record decisions, and channel conflict.
• Maintain accurate VAR/FSI partner pipeline data within CRM systems.

Required qualifications

• 5+ years of proven software channel management or indirect sales experience focused on the U.S. Federal Government ecosystem (DoD, Intelligence, and Civilian agencies).
• Demonstrated success building and scaling relationships with federal VARs/distributors and FSIs/prime contractors.
• Deep, practical knowledge of the federal two-tier distribution model.
• Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloud-native security.
• In-depth knowledge of the Federal Acquisition Regulations (FAR) and the federal capture process.
• Fluency in enterprise sales execution frameworks such as MEDDPICC or MEDDIC.
• Exceptional communication, negotiation, and presentation skills.

Nice to have

• Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metro area.
• Bachelor's degree in Business, Marketing, Information Technology, Cyber Security, or a related field.

Benefits

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December).
• Comprehensive benefit coverage globally.
• Paid Parental Leave including adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings.

Before you apply

• Applicants must be legally authorized to work in the United States.

About the company

Keyfactor is the leader in trust infrastructure for AI and machines, helping enterprises and government agencies control cryptographic identities. The company moves fast and focuses on securing connections for humans, machines, and AI.