Channel Account Manager

Yubico Inc.

1d•$181,450 - $210,000•Hybrid

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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

Benefits

Health coverage (dental and vision included; 100% premium for employee, 85% for family)
Retirement plan with 401K dollar for dollar match up to 6% ($6K/year cap) with immediate vesting
Wellness reimbursement of $1,200.00 (prorated) for gym memberships, massages, or online fitness classes
Learning and development stipend of $3,000 annually and mentorship program
15 vacation days, 10 holidays, and 7 sick days per year
8 weeks of paid parental leave (birthing parents receive an additional 8 weeks, totaling 16 weeks)
Commuter benefits
Strong mission & company values
Freedom and Flexibility (100% remote, hybrid, or onsite options)
Employee Resource Groups
Social Connection opportunities