Vice President, Global System Integrators Business Development

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: Vice President, Global System Integrators Business Development

Location: Remote; United States 

Experience: Senior-Level executive 

Job Function: Channel Sales

Employment Type: Full-time

Industry: Computer Network & Security

 

Job Summary

The VP, Global System Integrators Business Development is responsible for shaping and driving our global system integrator strategy and go-to-market plan. This role reports to the SVP, Global Channels and involves forging strategic alliances to enhance Keyfactor’s engagement and revenue growth through Global System Integrators. The position leverages our successful regional and specialty security integrator programs to influence the future of channel business and create a tangible global impact.

Job Responsibilities

• Craft and oversee a comprehensive global strategy for system integrator partnerships to drive substantial revenue growth.
• Identify, cultivate, and expand relationships with channel implementation partners globally, leveraging their networks to boost revenue across affiliates and integrators.
• Develop solutions aligned with Keyfactor products in key areas such as Post Quantum Computing, Zero Trust, and enterprise security.
• Work seamlessly with Channel, Sales, Marketing, Product, and Sales Operations teams to capitalize on GSI sales opportunities.
• Drive Keyfactor Technology with partners, focusing on technical advocacy in their labs/centers of excellence/demo centers.
• Lead negotiations and finalize agreements in line with company guidelines, ensuring mutually beneficial outcomes.
• Define KPIs and metrics to evaluate channel sales performance, analyzing results to refine strategies and drive continuous improvements.

 

Minimum Qualifications, Education, and Skills

• Extensive experience in sales leadership roles, preferably in channel sales or within the technology, security, or SaaS industry.
• Proven track record of building and scaling successful GSI partnership programs globally.
• Exceptional relationship-building and negotiation skills, with a talent for fostering long-term partnerships.
• Strategic thinker with a passion for crafting and executing partnership strategies that drive business objectives.
• Excellent communication and presentation skills, with the ability to convey complex ideas clearly and convincingly.
• Strong project management skills, capable of managing multiple projects simultaneously.
• Strategic and creative thinking with a strong focus on delivering results.
• Excellent stakeholder management with a focus on continuous improvement and regular communication leveraging data and insights.
• General understanding of IT-security, PKI, Certificate Lifecycle Management, and open-source software.
• Direct experience building partnerships with firms like Deloitte, EY, Accenture, Avenade, IBM, HCL, Infosys, etc.

 

Travel Requirements

Up to 50%

 

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). 
• Gener