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YubicoYubicoCalifornia

Channel Account Manager

Channel Account Manager responsible for managing and expanding relationships with key cybersecurity resellers and partners (GuidePoint, SHI, Zones, Insight). Drive revenue growth through joint business planning, sales enablement, deal acceleration, and performance tracking in the IAM/MFA space. Requires 5+ years channel or sales experience in cybersecurity.

54k – 210k/yr
Remote5+ YOEAccount Management

About the role

Tasks & Responsibilities

  • Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives.
  • Joint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption.
  • Sales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions.
  • Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles.
  • Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans.
  • Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition.

Basic 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 technology
  • Demonstrated success driving revenue growth through strategic initiatives and partner collaboration
  • Strong understanding of VAR, MSP, and distributor business models
  • 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
  • Self-starter with strong organizational skills and a results-oriented mindset
  • Travel up to 40-50% required

Preferred Qualifications

  • 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

Benefits

  • Health coverage: 100% premium for employee, 85% for family (medical, dental, vision)
  • 401K match up to 6% (capped at $6K/year), immediate vesting
  • $1,200 annual wellness reimbursement
  • $3,000 yearly learning and development stipend plus mentorship
  • 15 vacation days, 10 holidays, 7 sick days
  • 8 weeks paid parental leave (16 weeks for birthing parents)
  • Commuter benefits
  • Strong mission-driven culture with Employee Resource Groups

Skills

channel managementpartner developmentSales Enablementjoint business planningvarmspIAMMFACybersecurity

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