About Keyfactor
Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor!
Title: Sr. Channel Account Manager, East
Location: United States; Remote, EST
Experience: Mid/Senior Level
Job Function: Channel
Employment Type: Full-Time
Travel: 40-60%
Industry: Computer and Network Security
About the position
Keyfactor is seeking a growth-minded Senior Channel Manager to build and scale strategic partner-led growth across the Eastern United States. This role will own the development and execution of partner business plans that create measurable channel-sourced pipeline, accelerate active opportunities, and expand Keyfactor’s reach across enterprise and mid enterprise accounts.
The ideal candidate brings deep, established relationships across the technology partner ecosystem; embraces AI as a practical way to improve partner intelligence and selling efficiency; and knows how to orchestrate multi-partner co-sell motions that create greater customer value and revenue impact.
Applicants must be legally authorized to work in the United States.
Responsibilities
- Own the East-region channel strategy and partner coverage model in alignment with sales leadership, marketing, alliances, and solutions engineering.
- Build, deepen, and activate executive and field-level relationships with strategic partners, growth partners, distributors, services partners, and technology alliances.
- Develop joint business plans with strategic and growth partners that define target accounts, priority use cases, pipeline goals, enablement needs, and mutual success measures.
- Build partner-sourced pipeline through account mapping, executive alignment, joint prospecting, field events, campaigns, and multi-partner co-sell plays.
- Orchestrate multi-partner opportunities by bringing together the right reseller, services, technology, distribution, and marketplace partners to solve the customer’s full business and technical need.
- Partner closely with Keyfactor sellers to engage the right partner early in the opportunity lifecycle and improve deal strategy, customer access, services alignment, and procurement execution.
- Use AI-enabled tools and disciplined data practices to identify whitespace, prioritize partner actions, strengthen account intelligence, improve follow-up, and increase sales efficiency.
- Recruit, onboard, and activate high-potential partners that expand Keyfactor’s coverage and expertise in machine identity security, PKI, certificate lifecycle management, cryptographic discovery, and post-quantum readiness.
- Drive partner enablement so partners can confidently position Keyfactor’s value, identify customer triggers, and bring qualified opportunities forward.
- Lead regular partner pipeline and business reviews, maintaining clear ownership, next steps, forecast visibility, and accountability.
- Identify and remove barriers that slow partner engagement, including technical readiness, commercial alignment, customer procurement paths, or internal coordination.
- Work with marketing to create targeted partner-led demand-generation programs that convert into measurable sourced and influenced pipeline.
- Maintain accurate partner activity, account alignment, pipeline attribution, and opportunity plans in Salesforce and related systems.
- Represent the voice of East-region partners internally, sharing market feedback, competitive insights, customer needs, and growth opportunities.
Minimum Experience
- 5-7+ years of channel, partner, alliance, business development, or indirect sales experience in enterprise cybersecurity, infrastructure software, cloud, identity, or related technology markets.
- Proven success building joint go-to-market plans and generating measurable partner-sourced or partner-influenced pipeline.
- A demonstrated history of building and sustaining deep relationships with strategic channel partners and senior partner stakeholders.
- Experience working with VARs, security solution providers, distributors, MSPs/MSSPs, and technology alliance partners.
- Experience leading complex, multi-partner co-sell motions across internal sales teams and external partner organizations.
- A practical understanding of AI tools and how to apply them responsibly to account planning, partner intelligence, pipeline development, and sales productivity.
- Strong knowledge of enterprise sales motions, including account planning, opportunity strategy, procurement, and partner-led services.
- Demonstrated ability to work effectively with field sales, solutions engineering, marketing, operations, and executive stakeholders.
- Experience using Salesforce or similar CRM systems to manage partner activity, pipeline, forecasting, and business performance.
- Ability to travel throughout the East region for partner, customer, and field engagements.
What Success Looks Like
- Consistent creation of qualified partner-sourced pipeline across the East region.
- Deep, trusted relationships with strategic partners that result in mutual account access, executive alignment, and repeatable joint execution.
- Multi-partner co-sell motions that improve customer outcomes, expand services value, accelerate deals, and strengthen Keyfactor’s competitive position.
- Productive use of AI and account intelligence to increase partner coverage, improve prioritization, and reduce time spent on manual administration.
- Increased partner participation in early-stage opportunities and stronger partner attribution discipline.
- Activated partners that can position, sell, and—where applicable—deliver Keyfactor solutions and services.
- Clear, data-driven business reviews that demonstrate pipeline contribution, opportunity progression, revenue impact, and partner health.
What You Bring
- A growth mindset: you see ambiguity as an opportunity to create structure, momentum, and measurable outcomes.
- A relationship-first approach, paired with the commercial discipline to turn trusted partner engagement into pipeline, deal acceleration, and revenue.
- A builder’s mentality: you do not wait for demand—you create it with partners and the field.
- Confidence leading multi-partner co-sell motions where each participant has a clear role and the customer receives a stronger outcome.
- Curiosity and comfort with AI, using it to improve the quality, speed, and scale of channel execution.
- Strong executive presence with the ability to influence across partner and internal organizations.
- Curiosity and credibility in technical security conversations, with the ability to translate complex topics into business value.
- Accountability, follow-through, and a collaborative approach to winning as one team.
Compensation
Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- The Keyfactor Alliance Program to support DEIB efforts.
- 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 to support professional development.
- Regular All Hands meetings – followed by group gatherings.
Our Core Values
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
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