Channel Manager

Meet Yubico: the creator of the most secure passkeys and leading provider of hardware authentication security keys. Our company’s mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and is public on Nasdaq Stockholm Main Market: YUBICO. Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps. Our global customer base includes organizations of varying sizes, from large corporations such as Google, Amazon, Microsoft and Hyatt, to companies like Dyson. We are a global company with a strong company culture and employees located in over 14 countries. Yubico’s headquarters are based in Stockholm, Sweden and Santa Clara, CA. Aligned with our mission to make the internet more secure for everyone, Yubico donates YubiKeys to organizations helping at-risk individuals through our philanthropic initiative, Secure it Forward.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. 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 ourLife 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, Optiv, 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 objectivesJoint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoptionSales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutionsDeal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cyclesPerformance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plansMarket & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value propositionBasic 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 technologyDemonstrated success driving revenue growth through strategic initiatives and partner collaborationStrong understanding of VAR, MSP, and distributor business modelsExcellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholdersData-driven, with the ability to analyze performance metrics and translate them into actionable insightsSelf-starter with strong organizational skills and a results-oriented mindsetTravel up to 40-50% requiredPreferred Experience:Direct experience managing GuidePoint, Optiv, Zones, or Insight (or similar large cybersecurity resellers)Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity marketsOur 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 gy