The Role:

Yubico is seeking a Channel Manager to manage and expand relationships across a diverse portfolio of established cybersecurity resellers, emerging partners, and distribution partners. This portfolio may include emerging channel partners as well as distributors including Ingram Micro, Carahsoft, and Liquid PC in the US and Canada.

This individual will be responsible for driving revenue growth through partner enablement, joint business planning, distribution alignment, partner recruitment and activation, and strategic execution. The Channel Manager will also help identify and develop emerging partners capable of expanding Yubico's reach into priority markets, customer segments, and use cases.

The ideal candidate has a strong understanding of the cybersecurity channel ecosystem, including VAR and distribution business models, thrives in a collaborative environment, and can translate channel strategy into measurable partner engagement, pipeline, and revenue results.
Tasks & Responsibilities:

• Strategic Relationship Management: Serve as the primary point of contact for assigned reseller and distribution partners, building trusted relationships and ensuring alignment on joint business objectives.
• Emerging Partner Development: Identify, recruit, onboard, enable, and activate emerging partners that can expand Yubico's market coverage and generate incremental partner-sourced pipeline and revenue.
• Distribution Management: Manage relationships and joint initiatives with distribution partners, including Ingram Micro, Carahsoft, and Liquid PC, to improve partner recruitment, enablement, operational execution, pipeline visibility, and revenue growth.
• Joint Business Planning: Develop and execute annual and quarterly business plans with assigned partners and distributors to drive growth, enablement, solution adoption, and measurable market engagement.
• Partner Activation: Build structured activation plans for new and underdeveloped partners, establishing clear expectations for training, certifications, account mapping, demand generation, opportunity creation, and ongoing performance.
• Sales Enablement: Deliver targeted training and enablement programs to reseller and distributor sales teams, equipping them with the knowledge and tools to effectively position Yubico's security solutions.
• Deal Acceleration: Collaborate with partner sellers, distributor teams, and Yubico sales stakeholders to identify, qualify, register, and close opportunities while improving forecast accuracy and accelerating sales cycles.
• Pipeline Development: Work with partners and distributors to create new partner-sourced opportunities through account mapping, seller engagement, campaigns, events, and other joint go-to-market activities.
• Cross-Functional Collaboration: Coordinate with Yubico sales, marketing, operations, finance, and technical teams to support partner initiatives, resolve operational issues, and provide a consistent partner experience.
• Performance Management: Track partner and distributor performance against revenue, pipeline, enablement, engagement, and activation KPIs, identifying gaps and implementing improvement plans.
• Program and Investment Management: Support the execution and measurement of partner programs, incentives, marketing development funds, campaigns, and events to ensure investments produce measurable business outcomes.
• Market and Competitive Insight: Monitor market trends, competitor activity, and partner feedback to inform go-to-market strategies and strengthen Yubico's channel value proposition.

Basic Qualifications:

• Bachelor's degree in Business, Marketing, or a related field (MBA a plus).
• 5+ years of experience in channel management, partner development, distribution management, or sales within cybersecurity or enterprise technology.
• Demonstrated success driving revenue growth through strategic partner initiatives, partner recruitment, enablement, and collaboration.
• Experience developing new or emerging partners from initial recruitment through activation, pipeline creation, and measurable revenue contribution.
• Strong understanding of VAR, MSP, public-sector reseller, and distributor business models.
• Ability to work effectively with both established strategic partners and emerging partners requiring hands-on development and enablement.
• Excellent communication, negotiation, and relationship-building skills, with experience engaging senior-level stakeholders.
• Strong cross-functional collaboration skills and the ability to coordinate effectively across sales, marketing, operations, finance, and technical teams.
• Data-driven, with the ability to analyze partner performance metrics and translate them into actionable plans.
• Self-starter with strong organizational skills, sound business judgment, and a results-oriented mindset.
• Ability to travel up to 30-40%.

Preferred Qualifications:

• Experience working with distribution partners such as Ingram Micro, Carahsoft, Liquid PC, or comparable technology distributors.
• Demonstrated experience recruiting, onboarding, enabling, and scaling emerging channel partners.
• Experience developing partner-sourced pipeline through account mapping, campaigns, seller engagement, events, or other joint go-to-market activities.
• Familiarity with public-sector distribution and reseller ecosystems.
• Familiarity with identity and access management (IAM), multi-factor authentication (MFA), phishing-resistant authentication, or broader cybersecurity markets.

Our 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 gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program.

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total).

Commuter Benefits. If you need to commute to the office, we offer commuter benefits.

Strong mission & company values. We're a global team on a global mission to make the internet more secure for everyone. We believe that every person's work matters. That you should always be nice, stay humble, and have fun, and never take yourself too seriously.

#LI-LV1

Yubico offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work. This role has the annual salary range as defined below plus a target compensation for a candidate located in the San Francisco Bay Area. For roles that are filled in other locations, the compensation range will be based on data provided by the Radford McLagan Compensation Database from Aon. Final compensation is also based on a number of factors including, but not limited to, job-related knowledge, skills, and experience.

Sales Pay Range

$127,000-$147,000 USD

Variable Compensation

$54,450-$63,000 USD

OTE

$181,450-$210,000 USD