Remote Channel Manager - Cybersecurity Partnerships

Yubico; Boston (MA); Hybrid; USD 127,000 - 210,000; Full time

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

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 role drives revenue growth through partner enablement, joint business planning, and strategic execution.

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

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 role drives revenue growth through partner enablement, joint business planning, and strategic execution.

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