Channel Account Manager

Yubico is a global leader in identity security and creator of the YubiKey, the original hardware-backed passkey. We are publicly traded on Nasdaq Stockholm with a global footprint including headquarters in Stockholm, Sweden, Silicon Valley, California, and Singapore.

Why Join Our Mission?

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.
• Inspire Higher: We think big, champion the open internet, and strive to do the right thing even when it is difficult.
• One Team: We are open, responsive, and collaborative, overcoming challenges and celebrating our successes together.

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.

About the Role

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.

Responsibilities

• 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.

Qualifications

• 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 Qualifications

• 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: Top-tier health plans, including dental and vision. Yubico pays 100% of your premium and 85% for your family.
• Retirement plan: 401K with dollar-per-dollar match up to 6% (cap of $6K/year). Immediate vesting.
• Wellness reimbursement: $1,200 annually for gym memberships, massages, or online fitness classes (prorated based on start date).
• Learning and development: $3,000 yearly stipend for professional growth and a mentorship program.
• Time off: 15 vacation days, 10 holidays, and 7 sick days per year.
• Paid parental leave: 8 weeks for all parents; birthing parents receive an additional 8 weeks (16 weeks total).
• Commuter benefits: Available for office commuters.
• Employee Resource Groups: Inclusive groups fostering community and connection across Yubico.

Pay

This role has an annual salary range of $127,000–$147,000 USD for candidates in the San Francisco Bay Area. For other locations, compensation is adjusted based on data from the Radford McLagan Compensation Database. Final compensation considers job-related knowledge, skills, and experience.

Variable Compensation: $54,450–$63,000 USD

On-Target Earnings (OTE): $181,450–$210,000 USD