Channel Account Manager

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: At Yubico, we want you to be your most productive selves whether you decide to work 100% from home or choose to work hybrid/onsite. The way we balance the fast-paced demands of a high-growth company and sustainability is making rest a priority. Yubico Values: We work to ensure that our employees have an open space to have their voices amplified to create a workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico which all employees are welcome to join. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here ). Social Connection: Relationships and connectedness matter, and we love spending time with our team! Our virtual workspace keeps us connected day-to-day whether it's through Yubico celebrating wins or our buzzing Slack communities. Check out our Life at Yubico Page on LinkedIn and our awards here . 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, marketi