Remote Channel Manager – Cybersecurity Partnerships

Yubico; Miami (FL); On-site; USD 127,000 - 210,000; Full time

Benefits offered by this job

Health coverage

401K retirement plan

Wellness reimbursement

Development stipend

15 vacation days + 10 holidays + 7 SIK

Paid parental leave

Commuter benefits

Total Rewards package

Job summary

Yubico is seeking a Channel Manager to grow relationships with cybersecurity resellers, emerging partners, and distributors in the US and Canada. You will drive revenue through enablement, planning, recruitment, and activation, translating channel strategy into measurable outcomes.

The role requires a strong understanding of VAR and distributor models, collaboration, and the ability to manage partnerships across sales, marketing and operations. Some travel is expected.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus).
• 5+ years of experience in channel management, partner development, distribution management, or sales within cybersecurity or enterprise technology.
• Demonstrated success driving revenue growth through strategic partner initiatives, partner recruitment, enablement, and collaboration.
• Experience developing new or emerging partners from initial recruitment through activation, pipeline creation, and measurable revenue contribution.

Responsibilities

• Strategic Relationship Management: build trusted relationships with assigned reseller and distribution partners and align on joint objectives.
• Emerging Partner Development: recruit, onboard, enable, and activate emerging partners to expand market coverage and pipeline.
• Distribution Management: manage relationships with distribution partners (Ingram Micro, Carahsoft, Liquid PC) to improve recruitment, enablement, and revenue.
• Joint Business Planning: create annual and quarterly plans with partners to drive growth, enablement, and market engagement.
• Partner Activation: establish training, certification, mapping, demand gen, and ongoing performance expectations.
• Sales Enablement: deliver targeted training for reseller and distributor sales teams.
• Deal Acceleration: collaborate with partner sellers and internal teams to forecast and close opportunities.
• Pipeline Development: grow partner-sourced opportunities via account mapping and campaigns.
• Cross-Functional Collaboration: coordinate with sales, marketing, operations, finance, and technical teams.
• Performance Management: track KPIs and implement improvement plans.
• Program & Investment Management: execute partner programs, MDF, campaigns, and events.
• Market & Competitive Insight: monitor trends to strengthen Yubico’s channel proposition.

Skills

Channel management

Partner development

Distribution management

Sales

Communication

Negotiation

Relationship building

Cross-functional collaboration

Data-driven

Travel readiness

Education

Bachelor’s degree in Business/Marketing or related field

Job description

Yubico is seeking a Channel Manager to grow relationships with cybersecurity resellers, emerging partners, and distributors in the US and Canada. You will drive revenue through enablement, planning, recruitment, and activation, translating channel strategy into measurable outcomes.

The role requires a strong understanding of VAR and distributor models, collaboration, and the ability to manage partnerships across sales, marketing and operations. Some travel is expected.