Channel Account Manager

• 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
• 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

Benefits

• Retirement plan - We offer pension plans with employer contributions
• Wellness benefit - monthly reimbursements for wellness expenses in the US and Sweden
• Equity in the company - stock options or equivalent programs for our team so they can have a solid stake in Yubico’s success
• Learning & development - professional development stipend and mentorship program
• Global events - historically we’ve hosted an all-team event in a new location every year where we plan for upcoming quarters, set goals, and most importantly, host fun events to encourage team building outside of the workplace
• Parental leave - paid parental leave so you can take care of your new family

• The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results
• Self-starter with strong organizational skills and a results-oriented mindset
• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)
• Excellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholders
• Travel up to 40-50% required
• 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
• Data-driven, with the ability to analyze performance metrics and translate them into actionable insights
• 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