Channel Account Manager

Role overview

As a Channel Account Manager at Yubico, you will manage and expand relationships with key cybersecurity resellers and strategic partners to drive revenue growth. You will be the primary partner point of contact, translating partner strategy into measurable results through planning, enablement, and execution.

Responsibilities

• Build and maintain trusted relationships with assigned cybersecurity resellers and strategic partners.
• Develop and execute annual business plans to drive partner growth, enablement, and solution adoption.
• Partner with sellers to identify, qualify, and close opportunities, improving forecast accuracy and accelerating sales cycles.
• Deliver targeted training and enablement programs for partners.
• Track partner performance and monitor market trends to inform strategy.
• Conduct joint business planning and support strategic execution against shared objectives.

Requirements

• Strong understanding of the cybersecurity VAR ecosystem (including VAR, MSP, and distributor business models).
• Excellent communication, negotiation, and relationship-building skills, including senior stakeholder engagement.
• Data-driven approach with ability to analyze performance metrics and turn them into actions.
• 5+ years of experience in channel management, partner development, or sales within cybersecurity/enterprise technology.
• Proven success driving revenue growth through strategic partner initiatives.
• Ability to travel up to 40–50%.
• Bachelor’s degree in Business, Marketing, or related field (MBA a plus).
• Direct experience managing partners such as GuidePoint, SHI, Zones, or Insight (or similar large cybersecurity resellers).

Nice to have

• Familiarity with identity and access management (IAM) and multi-factor authentication (MFA) or broader cybersecurity markets.