Note: The job is a remote job and is open to candidates in USA. Yubico is a global leader in identity security and creator of the YubiKey, the original hardware-backed passkey. The Channel Account Manager will manage and expand relationships with key cybersecurity resellers and strategic partners, driving revenue growth through partner enablement and strategic execution.
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
Skills
- 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
- 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 (including dental and vision); pay 100% of your premium and 85% for your family.
- Retirement plan includes a 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) usable on gym membership, a massage, or online fitness classes; taxable benefit if you choose to participate.
- Learning and development: yearly development stipend of $3,000 and mentorship program.
- Time off: total of 15 vacation days plus 10 holidays, and 7 sick days a year.
- Paid parental leave: all parents receive 8 weeks of paid leave; birthing parents receive an additional 8 weeks (16 weeks total).
- Commuter Benefits (if you need to commute to the office).
- Employee Resource Groups (all employees are welcome to join).
- YubiKeys donation to organizations in need all over the world (Secure it Forward program).
- Freedom and Flexibility: work 100% from home or choose to work hybrid/onsite.
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