Sr. Channel Account Manager, East

Keyfactor, Inc.

8h • Remote

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.

Requirements

• 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.

Nice To Haves

• 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.

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.

Benefits

• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed