Sr. Channel Account Manager, East
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...