Channel Account Manager

Join Yubico, a leading cybersecurity company, as a Channel Account Manager. In this role, you will manage and expand relationships with key cybersecurity resellers and strategic partners, driving revenue growth through partner enablement, joint business planning, and strategic execution. You will serve as the primary point of contact for assigned partners, develop and execute annual business plans, deliver targeted training and enablement programs, collaborate with partner sellers to identify and close opportunities, track partner performance, and monitor market trends. The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, excellent communication and negotiation skills, and a results-oriented mindset.

• Establish and maintain trusted relationships with key cybersecurity resellers and strategic partners, ensuring alignment on joint business objectives.
• Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption.
• Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles.
• The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results
• Travel up to 40-50% required
• 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
• Strong understanding of VAR, MSP, and distributor business models
• Self-starter with strong organizational skills and a results-oriented mindset
• 5+ years of experience in channel management, partner development, or sales within cybersecurity or enterprise technology
• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)
• Demonstrated success driving revenue growth through strategic initiatives and partner collaboration
• 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