Channel Account Manager

Yubico

Boston (MA)

Hybrid

USD 127,000 - 210,000

Full time

14 days+

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Benefits offered by this job

Health coverage

401K retirement plan

Wellness reimbursement

Development stipend

Time off

Paid parental leave

Commuter benefits

Diversity and inclusion

Job summary

The ideal candidate has strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results.

Qualifications

Bachelor’s degree in Business, Marketing, or related field (MBA a plus).
5+ years in channel management, partner development, or sales in cybersecurity/enterprise tech.
Proven revenue growth through strategic initiatives and partner collaboration.
Strong understanding of VAR, MSP, and distributor models.
Excellent communication, negotiation, and relationship-building with senior stakeholders.
Data-driven with ability to translate metrics into insights.
Self-starter with strong organizational skills and results-oriented mindset.
Travel up to 40-50%.

Responsibilities

Strategic Relationship Management: primary contact for partners.
Joint Business Planning: develop annual plans with partners to drive growth, enablement, and solution adoption.
Sales Enablement: deliver targeted training for partner sales teams.
Deal Acceleration: identify, qualify, and close opportunities with partner sellers.
Performance Management: track revenue and engagement KPIs and implement improvements.
Market & Competitive Insight: monitor trends to inform go-to-market strategies.

Skills

Channel management

Partner development

Sales

Communication

Negotiation

Relationship building

Education

Bachelor’s degree in Business, Marketing, or related field

MBA

Job description

Meet Yubico

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.

Meet Yubico

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.

At Yubico, We Offer

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.

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).

Social Connection:

Relationships and connectedness matter, and we love spending time with our team! Our virtual workspace keeps us connected day-to-day whether it's through Yubico celebrating wins or our buzzing Slack communities. Check out our Life at Yubico Page on LinkedIn and our awards here.

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.

Tasks & 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.

Basic 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

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.
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.
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.

Yubico offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work. This role has the annual salary range as defined below plus a target compensation for a candidate located in the San Francisco Bay Area. For roles that are filled in other locations, the compensation range will be based on data provided by the Radford McLagan Compensation Database from Aon. Final compensation is also based on a number of factors including, but not limited to, job‑related knowledge, skills, and experience.

Sales Pay Range: $127,000 USD - $147,000 USD

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

OTE: $181,450 USD - $210,000 USD

We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity or expression, age, marital status, religion, national origin, disability, protected Veteran status or any other characteristic protected by law. We'd love to learn about what you can add to our diverse team. We are an E-Verify Participating Employer.

Yubico does not accept agency resumes or referrals so please do not send them to our careers staff or employees. Yubico is not responsible for any fees related to unsolicited resumes or referrals.

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