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 of Channel, EMEA
Location: United Kingdom; Remote or Sweden; Stockholm or Germany; Remote
Experience: Senior
Job Function: Channel
Employment Type: Full Time
Industry: Computer & Network Security
Job Summary
We’re seeking a VP of Channel EMEA to accelerate our successful partner business across the region. Reporting to the SVP of Global Channels, you’ll be the leader of a team of channel managers to drive go to market strategy, partner development and revenue growth with primary focus in mainland Europe with some focus in developing areas including Middle East and Africa. The ideal candidate has proven experience developing Solution Providers, Resellers, Service Delivery partners, VAR’s, SI’s, and/or Distribution Partners along with experience in complementary Technologies and Cloud partners will be helpful.
This is an opportunity to accelerate successful channel business in the region and make a tangible impact on the future of Keyfactor. The position can be based in London, Paris or Stockholm with flexibility to work in a hybrid set up.
The position can be based in UK, Germany or Sweden (Stockholm) with flexibility to work in a hybrid set up. Applicants must hold a valid Right to Work in their preferred work location.
Responsibilities
- Manage deal forecast across the region through direct contact with Partner Field Sales teams as well as roll up from Channel Account Team
- Manage team of Channel Account Managers – ability to create channel vision for team and manage team towards strategic goals aligned with company direction.
- Ability to gain the trust of C-level executives and technical teams from Partner organizations by casting the vision of the partnership with Keyfactor and build joint business opportunities defined and managed through business and marketing plans.
- Be an advocate for Channel Business across cross functional teams at Keyfactor including direct sales, solution engineering, marketing, channel programs, business, product, and engineering.
- Strong collaboration with direct field sales team to provide Partners that add value to customers. Craft a comprehensive global strategy for system integrator partnerships, overseeing the cultivation of strategic alliances to drive substantial revenue growth.
- Define key performance indicators (KPIs) and metrics to evaluate channel sales performance, meticulously analyzing results to refine strategies and drive continuous enhancements.
Minimum Qualifications, Education, and Skills
- Significant Channel Management experience in software, security, SaaS company.
- Proven track record in working with Solution Partners, Resellers, VAR’s, SI’s, Technology Partners, or Cloud Partners
- Proven experience building and managing high performance and high growth Channel teams
- Experience with in-region channel programs that incent growth and investment in the vendor relationship
- Team player with the ability to build consensus aligned to achieve company goals
- Strong interpersonal communication skills
- Effective time management, project management and prioritization skills
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 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 people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
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