VP, Channel Sales (AMS)

VP, Channel Sales (Americas)

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!

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.