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: Senior Global Channel Ecosystems Director

Location: United States; Remote, EST or CST

Experience: Senior

Job Function: Channel

Employment Type: Full-Time

Travel: Up to 20% travel required

Industry: Computer and Network Security

The position is based in the United States. Applicants must hold US citizen or US permanent resident status.

About the position

Keyfactor is seeking a visionary Senior Global Channel Ecosystems Director to lead the modernization of our global channel and partner landscape. This senior, highly visible role will serve as the strategic bridge between our Channel team and ISV/Tech Alliances, Hyperscaler, Distributor and GSI ecosystems; aligning all partner motions into a unified, repeatable, and revenue-generating GTM engine.

The ideal candidate is a strategic builder—creative, data-informed, and deeply experienced in channel ecosystems. You thrive at the intersection of business strategy and execution, with the ability to see whitespace, identify operational gaps, and drive cross-functional alignment across sales, marketing, and product teams.

This is a highly visible role with broad organizational influence, reporting to the SVP of Global Channel Sales. While not a commissionable position, success will be measured by impact on partner-led pipeline, ecosystem growth, and GTM scalability.

The role will be accountable for delivering measurable impact across Keyfactor’s ecosystem.

Responsibilities

Serve as the central connector between Channel, ISVs/Tech Alliances, Hyperscalers, Distributors, and GSIs—identifying opportunities for co-selling, integrations, and field execution.
Build and execute unified GTM plays that support Channel, ISV, and Marketplace sales motions.
Partner cross-functionally with Sales, Marketing, and Product to ensure all partner motions are aligned, operationalized, and measurable.
Drive adoption of ecosystem GTM motions internally, ensuring clarity and ease of execution for field teams.
Own the modernization of Keyfactor’s global partner program including strategic design, tiering, incentives, program benefits, and enablement.
Introduce data-informed mechanisms to track partner engagement, activation, and program ROI.
Drive partner lifecycle management—from recruitment to activation to long-term retention.
Define and operationalize Keyfactor’s global Distributor strategy, including product coverage, onboarding, pricing, business planning, performance standards, and operational processes.
Ensure alignment with Marketplace strategy to maximize indirect routes to revenue.
Apply creativity and analytics to continually evolve partner programs, incentives, and engagement.
Use data to identify whitespace opportunities, optimize partner performance, and inform future investment.
Build reporting frameworks and dashboards to measure ecosystem health and guide executive decision-making.

Success Includes

Accelerated Partner-Led Revenue: Year-over-year increases in partner-sourced and partner-influenced pipeline across Channel, ISV, Hyperscaler, Distributor, and GSI motions.
Scalable, Unified GTM Motions Across Ecosystems: Delivery of repeatable GTM plays that partners use to drive predictable and measurable pipeline. Increased field adoption of partner motions, including co-selling participation and usage of partner playbooks.
Modernized Global Partner Program: Launch of a redesigned global partner program with clear tiers, benefits, incentives, and enablement paths, including increased partner activation rates, program participation, and year-over-year partner performance.
High-Performing Global Distribution Strategy: Deployment of an improved Distributor model including product alignment, onboarding, marketplace enablement, and commercial frameworks with streamlined operational processes to reduce deal friction and improve partner experience.
Cross-Functional Leadership & Organizational Influence: Creation and adoption of ecosystem KPIs, dashboards, and reporting with demonstrated ability to drive alignment across senior leaders in Sales, Marketing, Product, and Partner organizations.

Skills and Qualifications

10+ years in channel, alliances, or GTM leadership roles within technology organizations.
Proven experience driving channel or ecosystem transformation.
Deep understanding of enterprise software GTM, including ISVs, CSPs, Distributors, Marketplaces, and GSIs.
Strong business acumen and analytical ability to measure ecosystem impact.
Exceptional communication and collaboration skills with executive presence.
Self-motivated, innovative leader with a “quantum forward” mindset—able to think big and execute decisively.
Experience in cybersecurity, SaaS, or cloud ecosystems strongly preferred

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 minus November and December of 2025 due to the Holiday schedule). Please note that this benefit is subject to change.
Comprehensive benefit coverage globally.
Generous paid parental leave globally.
Competitive time off globally.
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.
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 [email protected] and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

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Senior Global Channel Ecosystems Director

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