Sr. Channel Account Manager, East

About this role

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 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.

Minimum Experience

• 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.

What Success Looks Like

• Consistent creation of qualified partner-sourced pipeline across the East region.

• Deep, trusted relationships with strategic partners that result in mutual account access, executive alignment, and repeatable joint execution.

• Multi-partner co-sell motions that improve customer outcomes, expand services value, accelerate deals, and strengthen Keyfactor’s competitive position.

• Productive use of AI and account intelligence to increase partner coverage, improve prioritization, and reduce time spent on manual administration.

• Increased partner participation in early-stage opportunities and stronger partner

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