Channel Account Manager at Yubico

Yubico Inc.: Channel Account Manager

Headquarters: US Remote

Meet Yubico

Yubico is a global leader in identity security and creator of the YubiKey, the original hardware-backed passkey. We are publicly traded on Nasdaq Stockholm; our global footprint includes headquarters in Stockholm, Sweden, Silicon Valley, California; and Singapore.

Why Join Our Mission?

At Yubico, we are guided by a shared belief that your work matters. We operate under a cultural philosophy of Speed with Integrity, pushing the boundaries of technology to secure the AI frontier—protecting both human and agentic AI interactions—and leading the transition to post-quantum cryptography. In everything we do, we live by our core values:

• Battle Friction: We constantly look for new ways to simplify our products, our work, and the user experience.
• Inspire Higher: We think big, champion the open internet, and strive to do the right thing even when it is difficult.
• One Team: We are open, responsive, and collaborative, overcoming challenges and celebrating our successes together.

Aligned with our commitment to open standards, we foster a thriving builder ecosystem through the Yubico Developer Program, offering free open-source repositories, libraries, and SDKs to help developers rapidly integrate strong hardware authentication into any application. Through close collaborations with technical partners like Google, Microsoft, and Amazon, as well as newer frontiers like OpenAI, we continue to shape a safer digital world while donating security keys to protect vulnerable communities, journalists, and humanitarian groups worldwide through our Secure it Forward program.

At Yubico, we offer:

• Freedom and Flexibility: We want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. We make rest a priority to balance the fast-paced demands of a high-growth company.
• Yubico Values: We ensure employees have an open space to have their voices amplified. We support Employee Resource Groups that foster inclusion and community.
• Social Connection: Relationships and connectedness matter. Our virtual workspace keeps us connected through celebrations and buzzing Slack communities. Check out our Life at Yubico Page and our awards.

The Role

Yubico is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, 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 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, Zones, or Optiv (or similar large cybersecurity resellers)
• Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity markets

Benefits

• Health coverage: Top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.
• Retirement plan: 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.
• Wellness reimbursement: $1,200.00 in wellness earnings (prorated) for gym memberships, massages, or fitness classes.
• Learning and development: Yearly development stipend of $3,000 and mentorship program.
• Time off: 15 vacation days, 10 holidays, and 7 sick days per year.
• Paid parental leave: 8 weeks of paid leave for all parents. Birthing parents receive an additional 8 weeks (16 weeks total).
• Commuter Benefits: Available if you need to commute to the office.

Compensation

Note: This role has an annual salary range defined below plus target compensation for a candidate located in the San Francisco Bay Area. For roles filled in other locations, the range will be based on data provided by the Radford McLagan Compensation Database from Aon.

• Sales Pay Range: $127,000 – $147,000 USD
• Variable Compensation: $54,450 – $63,000 USD
• OTE: $181,450 – $210,000 USD

Equal Opportunity & Privacy

We are an equal opportunity employer and value diversity. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity or expression, age, marital status, religion, national origin, disability, protected Veteran status or any other characteristic protected by law. We are an E-Verify Participating Employer.

Yubico does not accept agency resumes or referrals. Personal data submitted is used for recruitment activities in accordance with the Yubico Privacy Notice.

To apply: https://weworkremotely.com/remote-jobs/yubico-inc-channel-account-manager

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