Yubico Inc. - Channel Account Manager
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 • 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 • Our U. S. benefits are designed for your overall well-being: • 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. • Health coverage. • Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting. • Retirement plan. • 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. • Wellness reimbursement. • Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program. • Learning and development. • Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year. • Time off. • 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). • Paid parental leave. • Commuter Benefits. If you need to commute to the office, we offer commuter benefits.
Responsibilities
• Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives. • Strategic Relationship Management: • 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. • Sales Enablement: • Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles. • Deal Acceleration: • Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans. • Performance Management: • Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition. • Market & Competitive Insight:
Benefits
• At Yubico, we are guided by a shared belief that your work matters. We operate under a cultural philosophy of Speed with Integrity, pushing the boundaries of technology to secure the AI frontier—protecting both human and agentic AI interactions—and leading the transition to post-quantum cryptography. In everything we do, we live by our core values: • Battle Friction: We constantly look for new ways to simplify our products, our work, and the user experience. • Battle Friction: • Inspire Higher: We think big, champion the open internet, and strive to do the right thing even when it is difficult. • Inspire Higher: • One Team: We are open, responsive, and collaborative, overcoming challenges and celebrating our successes together. • One Team: • Aligned with our commitment to open standards, we foster a thriving builder ecosystem through the Yubico Developer Program, offering free open-source repositories, libraries, and SDKs to help developers rapidly integrate strong hardware authentication into any application. Through close collaborations with technical partners like Google, Microsoft, and Amazon, as well as newer frontiers like OpenAI, we continue to shape a safer digital world while donating security keys to protect vulnerable communities, journalists, and humanitarian groups worldwide through our Secure it Forward program. • Freedom and Flexibility: At Yubico, we want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. The way we balance the fast-paced demands of a high-growth company and sustainability is making rest a priority. • Freedom and Flexibility: • Yubico Values: We work to ensure that our employees have an open space to have their voices amplified to create a workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico which all employees are welcome to join. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here). • Yubico Values: • Strong mission & company values. We’re a global team on a global mission to make the internet more secure for everyone. We believe that every person’s work matters. That you should always be nice, stay humble, and have fun, and never take yourself too seriously. • Strong mission & company values. • #LI-LV1 • $127,000—$147,000 USD • $54,450—$63,000 USD • $181,450—$210,000 USD
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