Channel Manager

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

The ideal candidate will drive revenue growth through partner enablement, joint business planning, distribution alignment, partner recruitment and activation, and strategic execution. This role requires identifying and developing emerging partners capable of expanding Yubico’s reach into priority markets, customer segments, and use cases.

Key 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 to expand Yubico’s market coverage and generate incremental revenue.
• Distribution Management: Manage relationships with distribution partners like 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 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 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 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:

• A 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.
• A 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.