Job Description
Title: Channel Account Manager - US Federal
Location: DC Area/East Coast; United States.
Experience: Mid-Senior Level
Job Function: Channel Sales
Employment Type: Full-Time
Travel: 30-50%
Industry: Computer Network & Security
About the position
Reporting directly to the VP of Channel Sales, your main responsibility will be to help create and implement the strategy to develop the partner relationships within the Government partner community. We are looking to both scale our partner ecosystem and deepening of our already existing partner relationships. Together with your partners you will be creating joint marketing activities, planning events, coordinating trainings, and facilitating the alignment between our respective business models ensuring an enhanced end-customer value. Large emphasis will be enabling government partners to position Keyfactor products in government projects.
While the emphasis for this role will be to drive and develop business through partner management, we believe a key part of being successful here is a genuine interest in our products and our technology. Key to the success of this position will be to understand how government partners discover and position our solutions for purchase within government agencies.
You will be working closely with several Keyfactor teams including sales, professional services, sales engineering, marketing, finance, and management, and the ability to create good personal relationships within the company will be essential to your success. We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Channel Account Manager at Keyfactor we believe that these skills are inherit to who you are.
The position is based in the United States and can be performed remotely when necessary. Applicants must hold US citizen or US permanent resident status.
Responsibilities
Develop and execute the strategic joint business plan that will drive all aspects of the partner relationship.
Identify and develop key relationships within each partner account including executive, sales, marketing and technical within each partner account.
Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor's accurate positioning within the partner community.
Work with the Keyfactor Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
Provide regular communication and transparency to promote the success of the partnership both internal and external
Lead regular business performance / relationship reviews with senior Keyfactor and partner management
Update the internal CRM system with activities and information as needed and aligned to senior management expectations
Maintain a commitment to the company's values processes and target visions.
Skills and Qualifications
5+ years experience in technical sales and Partner/Channels/Key Account Management
University degree in Business or Technology preferred
Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
Strong networking skills.
Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
Advanced written and verbal communication skills including ability to make professional presentations in front of both small and larger audiences.
Ability to write and execute strategic sales plans.
Ability to utilize both analytical and creative skills effectively.
Experience in a rapid-growth company or business unit is preferred.
A thorough understanding of how sales and prospecting companies and partners evaluating security, software and SaaS Solutions.
An interest and ability to learn technical concepts within security and cryptography areas with the ability to communicate them at an intermediate level. Experienced in contract negotiations.
Advantageous to have a general understanding of IT-security, PKI, Certificate Lifecycle Management and open-source software.
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. A few initiatives that make our culture special include:
Comprehensive benefit coverage
Dedicated employee focused ambassadors via Key Contributor & Culture Committee
DIVERSE Commitment
Global Volunteer Day
Flexible time off
Regular Cross Functional meetings
Regular Leadership Development meetings
Regular All Hands meetings - followed by group gatherings
Second Friday's (a company-wide day off on the second Friday of every month)
The Keyfactor Alliance Program
Weekly Feedback Snapshot
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.
REASONABLE ACCOMODATION: Applicants with disabilities may contact a member of Keyfactor's People team via and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
