Senior Channel Account Manager, East

About Keyfactor

Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale - and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companies across the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow.

We hope you will trust your future with Keyfactor!

Title: Senior Channel Account Manager, East

Location: United States;
Remote, EST

Experience: Senior

Job Function: Channel

Employment Type: Full-Time

Travel: Up to 50-70% travel time required

Industry: Computer and Network Security

The position is based in the United States. Applicants must hold US citizen or US permanent resident status.

Senior Channel Account Manager, East Region is a quota-carrying leader responsible for accelerating Keyfactor's revenue growth through strategic partnerships across the Eastern U.S. and reports to the VP of US Channel Sales.

This role owns the regional partner business, driving pipeline and closed revenue through resellers, solution providers, distributors, systems integrators, and service providers. With a high degree of autonomy, the Senior Channel Account Manager builds and scales high-impact partner relationships, executes joint go-to-market initiatives, and aligns cross-functional teams to exceed sales targets. This individual must be both strategically minded and execution-focused, capable of delivering consistent results through and with partners.

• Drive partner-sourced and partner-influenced revenue Own a regional quota by generating pipeline and closing business through partners, ensuring measurable revenue contribution across all partner types.
• Develop and execute strategic partner business plans Build joint business plans with key partners that define revenue targets, co-selling motions, joint solutions, and go-to-market investments.
• Own executive relationships within partner organizations Build and expand executive-level relationships with strategic partners to drive alignment, commitment, and long-term business growth.
• Identify and close regional partner coverage gaps Analyze market opportunity and coverage, identify partner gaps, and recruit or activate new partners to maximize regional potential.
• Lead joint marketing and demand generation efforts Collaborate with marketing and partners to launch joint campaigns, events, and lead-generation programs that result in high-quality pipeline.
• Deliver partner enablement tied to sales outcomes Design and execute enablement plans that ensure partner teams are trained, certified, and capable of positioning, selling, and delivering Keyfactor solutions.
• Manage partner onboarding and lifecycle engagement Lead structured onboarding of new partners and proactively manage ongoing partner engagement to maintain momentum and performance.
• Align partner capabilities with Keyfactor's GTM strategy Evaluate and align partner portfolios with Keyfactor's product offerings to ensure synergy in messaging, technical fit, and target market alignment.
• Support full sales cycle through partners Actively manage and support opportunities in collaboration with partners—from initial deal registration to closure—leveraging internal resources as needed.
• Negotiate and manage partner agreements Lead the negotiation of partner contracts, including margin structures, program participation, and performance expectations aligned to revenue goals.

• Bachelor's degree or equivalent experience
• Up to 7 years of relevant work experience, 5 years working in technology channel organization focused on partner sales and management
• Strategic leadership, advanced managerial skills excellent stakeholder management.
• Ability to lead large teams, develop and implement strategic initiatives, and influence senior leadership.
• In-depth understanding of company strategy, industry benchmarks, and market dynamics.

Salary will be commensurate with experience.

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 of 2025 due to the Holiday schedule). Please note that this benefit is subject to change.
• Comprehensive benefit coverage globally.
• Generous paid parental leave globally.
• 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…