Job description
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: VP, Channel Sales (Americas)
Location: United States; Remote
Experience: Executive
Job Function: Channel
Employment Type: Full-Time
Travel: 20-50%
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 Vice President, Channel (Americas) is a quota-carrying role, responsible for leading the Americas channel organization to drive partner development, go-to-market execution, and revenue growth. The primary focus will be the US and Canadian markets, with additional responsibility in LATAM. The position requires deep experience in building and managing strategic partnerships, including Solution Providers, Resellers, Service Delivery Partners, Systems Integrators (SIs), and Distribution Partners, as well as familiarity with complementary technologies and cloud partners. The ideal candidate has relationships with our partners’ executives, analysts and other industry players.
Responsibilities
- Own quota attainment and manage deal forecast across the region through direct contact with Partner Field Sales teams and roll-up from the Channel Account Team.
- Lead and develop a team of Channel Account Managers by creating and executing a channel vision that aligns with company strategy.
- Build trusted relationships with C-level executives and technical teams from partner organizations, establishing joint business opportunities defined and managed through business and marketing plans.
- Champion the Channel business across cross-functional teams at Keyfactor, driving strong alignment between partner objectives and Keyfactor’s strategic goals.
- Drive strong collaboration with the direct field sales team to align partners that add value to customers, ensuring consistent communication, joint planning, and accountability on shared goals.
- Establish and maintain structured cadences and working frameworks between cross functional teams (marketing, sales development, direct sales, revenue operations) and channel teams to ensure alignment on pipeline development, account coverage, and joint execution.
- Craft and execute a comprehensive regional strategy for systems integrator partnerships, cultivating strategic alliances that drive significant revenue growth.
- Define key performance indicators (KPIs) and metrics to evaluate channel sales performance, analyze results, and refine strategies for continuous improvement.
Skills and Qualifications
- 10+ years channel management experience in software, security, or SaaS companies.
- Proven track record working with Solution Partners, Resellers, SIs, Technology Partners, and Cloud Partners.
- Demonstrated success building and leading high-performance, high-growth channel teams.
- Experience designing and executing in-region channel programs that drive partner growth and investment.
- Strong interpersonal, communication, and relationship-building skills.
- Effective time management, project management, and prioritization skills.
- Collaborative team player with the ability to build consensus and drive toward shared company goals.
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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