Channel Manager

Meet Yubico: the creator of the most secure passkeys and leading provider of hardware authentication security keys. Our company’s mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and is public on Nasdaq Stockholm Main Market: YUBICO. Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps.

We are a global company with a strong company culture and employees located in over 14 countries. Yubico’s headquarters are based in Stockholm, Sweden and Santa Clara, CA. Aligned with our mission to make the internet more secure for everyone, Yubico donates Yubi Keys to organizations helping at-risk individuals through our philanthropic initiative, Secure it Forward.

At Yubico, we offer:

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.

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. Aligned with this, our employees have created some pretty cool Employee Resource Groups:
Yubi Pride, YubiBIPOC, Yubi Sustainability and Yubi Women. Additionally, Yubico donates Yubi Keys to organizations in need all over the world (you can read more about our work here).

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 Linked In and our awards here.

Yubico is seeking a Channel Manager to manage and expand relationships with key cybersecurity resellers and strategic partners, including GuidePoint, SHI, Zones, and Insight. This individual will be responsible for driving revenue growth through partner enablement, joint business planning, and strategic execution. The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results.

• Strategic Relationship Management: Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives
• Joint Business Planning: Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption
• Sales Enablement: Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions
• Deal Acceleration: Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles
• Performance Management: Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans
• Market & Competitive Insight: Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition

• Bachelor’s degree in Business, Marketing, or related field (MBA a plus)
• 5+ years of experience in channel management, partner development, or sales within cybersecurity or enterprise technology
• Demonstrated success driving revenue growth through strategic initiatives and partner collaboration
• Strong understanding of VAR, MSP, and distributor business models
• Excellent communication, negotiation, and relationship-building skills with experience engaging senior-level stakeholders
• Data-driven, with the ability to analyze performance metrics and translate them into actionable insights
• Self-starter with strong organizational skills and a results-oriented mindset

• Direct experience managing GuidePoint, SHI, Zones, or Insight (or…