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Yubico, a publicly traded global leader in identity security and creator of the YubiKey hardware-backed passkey, is seeking a Channel Account 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 Channel Account Manager will be responsible for driving revenue growth through partner enablement, joint business planning, distribution alignment, partner recruitment and activation, and strategic execution. This role involves identifying and developing emerging partners capable of expanding Yubico's reach into priority markets, customer segments, and use cases.
Key responsibilities include:
• 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 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 to drive growth targets, market expansion, and strategic initiatives.
• Partner Enablement: Provide training, marketing support, sales tools, and resources to ensure partners are equipped to sell and support Yubico solutions effectively.
• Pipeline and Revenue Tracking: Monitor partner pipeline, forecast accuracy, and revenue performance against targets, identifying gaps and opportunities for improvement.
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. This is an excellent opportunity to work with a mission-driven company operating under a cultural philosophy of "Speed with Integrity" while securing the AI frontier and leading the transition to post-quantum cryptography.
