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; our global footprint includes headquarters in Stockholm, Sweden, Silicon Valley, California; and Singapore.

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.

• →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.

• 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:

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