Channel Account Manager

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 We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. 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'd love to learn about what you can add to our diverse team. We are an E-Verify Participating Employer. Yubico does not accept agency resumes or referrals so please do not send them to our careers staff or employees. Yubico is not responsible for any fees related to unsolicited resumes or referrals. 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