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: Channel Account Manager, UKI & MEA
Location: United Kingdom, preferably in London
Experience: mid-level
Job Function: Channel Sales
Employment Type: Full-Time
Industry: Computer & Network Security
About the position
Our EMEA Channel team is looking for a channel leader to grow new channel and expand existing partner business. We are looking for a senior leader with strong sales experience to work with our local sales teams in the UK, Middle East and Africa for channel growth.
Responsibilities
- Develop and execute the strategic UKI, MEA regional plan that will drive all aspects of the partner relationship. This includes executive direction and focus, solution and industry focus and investment, business development, enablement and certification plans, demand marketing, joint solution development etc.
- Responsible for delivering reliable forecasts and accurate reporting for the region.
- Identify and develop key relationships within each partner account including executive, sales, marketing and technical.
- Maintain a commitment to the company’s values processes and target visions.
- To act as an ambassador for Keyfactor.
- Responsibility for negotiating partner contracts.
- Work closely with marketing, product owners and sales enablement to create all relevant material needed for partners success.
- Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
- Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor’s accurate positioning within the partner portfolio.
- Driving your partners to grow their investment and engagement with Keyfactor
- Be a partner to the Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
- Manage all aspects of your partner relationships
- Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion
- Develop and execute joint partner development plans with emphasis on targeting industry verticals and markets
- Provide regular communication and transparency to promote the success of the partnership both internal and external
- Lead regular business performance / relationship reviews with Keyfactor leadership and partner management
- Update the internal CRM system with activities and information as needed and aligned to senior management expectations
Skills and Qualifications
- University degree in Business or Technology or equivalent experience
- Significant experience in technical sales and Partner/Channels/Alliances
- Experience in UKI, Middle East and African markets
- Language requirements: Excellent command of English is required
- Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
- Advanced written and verbal communication skills including ability to make professional presentations in front of both small and larger audiences.
- Ability to write and execute strategic regional plans.
- Ability to utilize both analytical and creative skills effectively.
- Experience in a rapid-growth company or business unit is preferred.
- A thorough understanding of how sales and prospecting companies and partners evaluating security, software or SaaS Solutions.
- Experienced in contract negotiations.
- Successful candidate will be able to work with multiple deadlines in a fast growing, mid-stage start-up environment.
- Experience in working towards companywide targets and motivating individuals to achieve them.
- It will also be advantageous if you have a general understanding of IT-security, PKI, Certificate Lifecycle Management and open-source software.
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).
- Comprehensive benefit coverage, paid for by the company for you and your dependents (US).
- Generous paid parental leave (US).
- 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.
- Unlimited time off (US) and competitive time off globally.
- 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.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
