Channel Account Manager

At Yubico, we offer:

Freedom and Flexibility: At Yubico, we want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. The way we balance the fast-paced demands of a high-growth company and sustainability is making rest a priority.

Yubico Values: We work to ensure that our employees have an open space to have their voices amplified to create a workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico which all employees are welcome to join. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here).

The Role:

Yubico is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, Zones, and Insight. This individual will be responsible for driving revenue growth through partner enablement, joint business planning, and strategic execution. The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results.

Tasks & Responsibilities:

• Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives.
  
  
• Joint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption.
  
  
• Sales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions.
  
  
• Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles.
  
  
• Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans.
  
  
• Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition.

Basic Qualifications:

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)
• 5+ years of experience in channel management, partner development, or sales within cybersecurity or enterprise technology
• Demonstrated success driving revenue growth through strategic initiatives and partner collaboration
• Strong understanding of VAR, MSP, and distributor business models
• Excellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholders
• Data-driven, with the ability to analyze performance metrics and translate them into actionable insights
• Self-starter with strong organizational skills and a results-oriented mindset
• Travel up to 40-50% required

Preferred Qualifications:

• Direct experience managing GuidePoint, Zones, or Optiv (or similar large cybersecurity resellers)
• Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity markets

Our U. S. benefits are designed for your overall well-being:

Health coverage. We’ve got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.

Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.

Wellness reimbursement. We offer $1,200.00 in wellness earnings (prorated based on start date) that you can use on your gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program.

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total).

Commuter Benefits. If you need to commute to the office, we offer commuter benefits.

Strong mission & company values. We’re a global team on a global mission to make the internet more secure for everyone. We believe that every person’s work matters. That you should always be nice, stay humble, and have fun, and never take yourself too seriously.

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