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, West
Location: United States; Remote, PST or MST
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.
About the position
The Senior Channel Account Manager, West Region is a quota-carrying leader responsible for accelerating Keyfactor’s revenue growth through strategic partnerships across the Western 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.
Responsibilities
- 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.
Skills and Qualifications
- 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.
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 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 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 [email protected] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
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