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Yubico · 2 days ago

Channel Manager

United States

Full-time

Hybrid

Mid, Senior Level

$110K/yr - $120K/yr

5+ years exp

Yubico is a leading provider of hardware authentication security keys with a mission to make secure login easy for everyone. The Channel Manager will manage and expand relationships with key cybersecurity resellers and strategic partners, driving revenue growth through partner enablement and strategic execution.

Cloud SecurityConsumer ElectronicsCyber SecurityElectronicsHardwareOpen SourceSoftwareWireless

Work & Life Balance

Hiring Manager

Leanna Vince

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

Qualification

Channel managementPartner developmentCybersecurity knowledgeSales enablementBusiness planningData-driven analysisCommunicationNegotiation skillsRelationship-buildingOrganizational skills

Required

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

Direct experience managing GuidePoint, Optiv, 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. 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.