What are the responsibilities and job description for the Channel Account Manager, Federal System Integrators position at Keeper Security, Inc.?
Keeper is hiring 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.
Keeper’s cybersecurity software is trusted by millions of people and thousands of organizations, globally. Keeper is published in 21 languages and is sold in over 120 countries. Join one of the fastest-growing cybersecurity companies and be responsible for building pipeline and channel revenue with high performance partners.
About Keeper
Keeper Security is transforming cybersecurity for organizations globally with zero-trust privileged access management. Keeper’s intuitive solutions are built with end-to-end encryption to protect every user, on every device and in every location, while meeting the most stringent government security and compliance requirements. Keeper is FedRAMP and StateRAMP Authorized, SOC 2 compliant, FIPS 140-2 validated, as well as ISO 27001, 27017 and 27018 certified. Trusted by federal agencies including the Departments of Justice and Energy, Keeper is the leader for password, passkey and secrets management, privileged access, secure remote access and encrypted messaging. Learn how our zero-trust and zero-knowledge solutions defend against cyber threats at KeeperSecurity.com.
About the Role
The Channel Account Manager, Federal System Integrators will report to our Director of Global Channel Account Management carrying a primary focus on building pipeline and channel revenue with the top Federal System Integrators (Lockheed, General Dynamics, CACI, Leidos, etc.). This position requires the candidate to be extremely motivated, results-driven and have a good network within the channel ecosystem.
Responsibilities
- Responsible for the day-to-day recruitment, growth and relationship management with the 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, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
- Collaborate cross departmentally within Keeper to support Sales, Pre-Sales and Marketing resources in their engagement with channel partners
- 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
- Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
- Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
- Maintain channel opportunity registrations in Salesforce.com and assist the direct sales team in closing channel generated leads
- Identify partner GTM &/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
- Plan and execute on 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
- Possess a strong understanding of Technology and Solutions Stacks
- Support inbound partner inquiries including deal registrations to connect the partner with the correct Keeper resources and facilitate introductions to move the process forward
- Travel to and from customer meetings (locally and nationally) and rent and/or operate a car on behalf of the company
- 5 years of security SaaS channel sales experience
- Proven success/track record driving revenue growth via Federal System Integrators
- Must have multiple verified references within the FSI ecosystem
- Good understanding of Partner Incentive programs and PRM tools
- Strong interpersonal skills and ability to excel in a team oriented atmosphere
- Strong written/verbal communications skills
- Very motivated and goal-oriented
- Must want a career-oriented environment that is both fun and professional
- You share our values, and work in accordance with those values
- Willingness to travel up to 50%
- Medical, Dental & Vision (Inclusive of domestic partnerships)
- Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
- Voluntary Short/Long Term Disability Insurance
- 401k (Roth/Traditional)
- A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)
Keeper Security, Inc. is an equal opportunity employer and participant in the U.S. Federal E-Verify program. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Classification: Exempt
