Channel Account Manager

🔥 13 hours ago

🇺🇸 United States – Remote

💵 $127k - $147k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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Yubico

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2007

🔒 Cybersecurity

🔧 Hardware

💰 $204.3M Post-IPO Equity - Yubico on 2023-10

Cybersecurity • Hardware

Yubico is a cybersecurity company that develops hardware-based authentication devices and supporting software to protect digital identities and prevent account takeovers. Its flagship YubiKey line and YubiHSM hardware provide phishing-resistant two-factor and passwordless authentication for individuals, businesses, and large enterprises, while SDKs, management tools, and cloud services enable integrations and large-scale deployments. Yubico emphasizes standards-based, easy-to-deploy solutions that reduce reliance on passwords and strengthen access security across platforms.

📋 Description

• Manage and expand relationships with established cybersecurity resellers, emerging partners, and distribution partners • Serve as primary point of contact for assigned reseller and distribution partners • Identify, recruit, onboard, enable, and activate emerging partners • Manage joint initiatives with Ingram Micro, Carahsoft, Liquid PC, and other distribution partners • Develop and execute annual and quarterly joint business plans • Build partner activation plans covering training, certifications, account mapping, demand generation, opportunity creation, and performance • Deliver sales training and enablement to reseller and distributor teams • Collaborate on opportunity identification, qualification, registration, and closing • Improve forecast accuracy and accelerate sales cycles • Create partner-sourced pipeline through account mapping, seller engagement, campaigns, events, and joint go-to-market activities • Coordinate with sales, marketing, operations, finance, and technical teams • Track partner and distributor KPIs and implement improvement plans • Support partner programs, incentives, marketing development funds, campaigns, and events • Monitor market trends, competitor activity, and partner feedback to inform go-to-market strategy

🎯 Requirements

• 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, recruitment, enablement, and collaboration • Experience developing new or emerging partners from recruitment through activation, pipeline creation, and measurable revenue contribution • Strong understanding of VAR, MSP, public-sector reseller, and distributor business models • Ability to work with established strategic partners and emerging partners requiring hands-on development and enablement • Excellent communication, negotiation, and relationship-building skills, including senior-level stakeholder engagement • Strong cross-functional collaboration skills across sales, marketing, operations, finance, and technical teams • Data-driven ability to analyze partner performance metrics and create actionable plans • Strong organizational skills, business judgment, and results-oriented mindset • Ability to travel up to 30–40% • Preferred: experience with Ingram Micro, Carahsoft, Liquid PC, or comparable distributors • Preferred: experience recruiting, onboarding, enabling, and scaling emerging channel partners • Preferred: experience developing partner-sourced pipeline through account mapping, campaigns, seller engagement, events, or joint go-to-market activities • Preferred: familiarity with public-sector distribution and reseller ecosystems • Preferred: familiarity with IAM, MFA, phishing-resistant authentication, or broader cybersecurity markets

🏖️ Benefits

• Freedom to work 100% from home or hybrid/onsite • Health, dental, and vision plans; employer pays 100% of employee premium and 85% of family premium • 401(k) dollar-for-dollar match up to 6%, capped at $6,000 per year; immediate vesting • $1,200 wellness reimbursement • $3,000 annual professional development stipend • Mentorship program • 15 vacation days, 10 holidays, and 7 sick days per year • Paid parental leave: 8 weeks for all parents; birthing parents receive an additional 8 weeks • Commuter benefits • Employee Resource Groups • Virtual workspace and social connection activities • Strong mission and company values