Job Description: Channel Account Manager, Federal System Integrators

Salary: Not Specified

Employment Type: Full-time

Location Type: Remote (with preference for East Coast or Washington D.C. area)

Position Overview

Keeper is seeking a driven Channel Account Manager, Federal System Integrators to join the Keeper Channel Sales team. This is a fully remote position, available from select locations, with a strong preference for candidates based on the East Coast or near the Washington, D.C. area. The successful candidate will be responsible for building pipeline and channel revenue with high-performance partners within the Federal System Integrator space.

About Keeper

Keeper Security is a leading cybersecurity company transforming privileged access management with zero-trust solutions. Our intuitive, end-to-end encrypted products protect users and organizations globally, meeting stringent government security and compliance requirements. Keeper is FedRAMP and StateRAMP Authorized, SOC 2 compliant, FIPS 140-2 validated, and ISO 27001, 27017, and 27018 certified. Trusted by federal agencies, Keeper is the leader in password, passkey, secrets management, privileged access, secure remote access, and encrypted messaging.

Learn more at KeeperSecurity.com.

About the Role

The Channel Account Manager, Federal System Integrators will report to the Director of Global Channel Account Management. The primary focus will be on building pipeline and channel revenue with top Federal System Integrators (e.g., Lockheed, General Dynamics, CACI, Leidos). This position requires a highly motivated, results-driven individual with a strong network within the channel ecosystem.

Responsibilities

• Partner Management:
  • Responsible for the day-to-day recruitment, growth, and relationship management with top Federal System Integrators.
  • Act as a liaison between Keeper and assigned channel partners.
  • Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts.
  • Coordinate the involvement of Keeper personnel (support, service, management) to meet partner objectives and expectations.
• Sales & Revenue Generation:
  • Sell through partner organizations to end users in coordination with partner sales resources.
  • Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners.
  • Identify partner Go-To-Market (GTM) and/or services offerings, developing and launching offerings with partner sales and marketing to achieve incremental joint revenue.
• Collaboration & Support:
  • Collaborate cross-departmentally within Keeper to support Sales, Pre-Sales, and Marketing resources in their engagement with channel partners.
  • Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams.
  • Maintain channel opportunity registrations in Salesforce.com and assist the direct sales team in closing channel-generated leads.
  • Support inbound partner inquiries, including deal registrations, to connect partners with the correct Keeper resources and facilitate introductions.
• Marketing & Events:
  • Plan and execute Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group.
  • Be present with partners on-site to conduct marketing events, training sessions, and demand generation activities.
• Technical Understanding:
  • Possess a strong understanding of Technology and Solutions Stacks.
• Travel:
  • Travel to and from customer meetings (locally and nationally).
  • Rent and/or operate a car on behalf of the company.

Requirements

• Experience: 5+ years of security SaaS channel sales experience.
• Track Record: Proven success and track record driving revenue growth via Federal System Integrators.