# Channel Account Manager

**Company:** [Yubico](https://hotfix.jobs/companies/yubico)
**Location:** Remote
**Role:** Account Management
**Salary:** $54k – $210k/yr
**Experience:** 5+ years
**Skills:** Channel Management, Partner Development, Distribution Management, Cybersecurity, Enterprise Technology, Var, Msp, Sales Enablement, Account Mapping, Pipeline Development, Joint Business Planning, Revenue Growth, Partner Programs, Marketing Development Funds, CRM
**Posted:** 2026-09-08

> Manages cybersecurity reseller and distribution partnerships, recruiting and activating emerging partners while driving enablement, pipeline, and revenue growth. Requires a bachelor’s degree, at least five years of relevant experience, and familiarity with VAR, MSP, and public-sector channel models.

## Job Description

## Responsibilities
- Manage relationships with cybersecurity resellers, emerging partners, and distribution partners across the US and Canada.
- Recruit, onboard, enable, and activate emerging channel partners.
- Manage distribution relationships and joint initiatives to improve recruitment, enablement, operational execution, pipeline visibility, and revenue growth.
- Develop and execute annual and quarterly joint business plans.
- Create activation plans covering training, certifications, account mapping, demand generation, opportunity creation, and performance.
- Deliver sales training and enablement to reseller and distributor teams.
- Collaborate with partners, distributors, and internal sales stakeholders to qualify, register, and close opportunities.
- Develop partner-sourced pipeline through account mapping, campaigns, events, and joint go-to-market activities.
- Coordinate with sales, marketing, operations, finance, and technical teams.
- Track partner performance against revenue, pipeline, enablement, engagement, and activation KPIs.
- Support partner programs, incentives, marketing development funds, campaigns, and events.
- Monitor market trends, competitor activity, and partner feedback.

## Requirements
- Bachelor’s degree in Business, Marketing, or a related field.
- 5+ years of experience in channel management, partner development, distribution management, or sales within cybersecurity or enterprise technology.
- Demonstrated success driving revenue through partner initiatives, recruitment, enablement, and collaboration.
- Experience developing emerging partners from recruitment through activation, pipeline creation, and revenue contribution.
- Understanding of VAR, MSP, public-sector reseller, and distributor business models.
- Ability to work with established strategic partners and emerging partners requiring hands-on development.
- Strong communication, negotiation, and relationship-building skills.
- Experience engaging senior-level stakeholders.
- Strong cross-functional collaboration and organizational skills.
- Ability to analyze partner performance metrics and create actionable plans.
- Willingness to travel up to 30–40%.

## Nice-to-haves
- MBA.
- Experience with Ingram Micro, Carahsoft, Liquid PC, or comparable technology distributors.
- Experience recruiting, onboarding, enabling, and scaling emerging channel partners.
- Experience developing partner-sourced pipeline through account mapping, campaigns, seller engagement, and events.
- Familiarity with public-sector distribution and reseller models.

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