[Hiring] Channel Account Manager @Yubico

Role Description

Yubico is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, SHI, 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.

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

Requirements

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

Benefits

• Health coverage: Top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.
• Retirement plan: 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.
• Wellness reimbursement: $1,200.00 in wellness earnings (prorated based on start date) for gym membership, massage, or online fitness classes.
• Learning and development: Yearly development stipend of $3,000 and mentorship program.
• Time off: 15 vacation days plus 10 holidays, and 7 sick days a year.
• Paid parental leave: 8 weeks of paid leave for all parents; birthing parents receive an additional 8 weeks (16 weeks total).
• Commuter Benefits: Available for those commuting to the office.
• Strong mission & company values: A global mission to make the internet more secure for everyone.