Channel Manager, Yubico
$180-200k
OTE
$110-120k
BASE
Secure two-factor authentication products
Be an early applicant
Secure two-factor authentication products
501-1000 employees
Be an early applicant
$180-200k
OTE
$110-120k
BASE
501-1000 employees
Company mission
To protect all internet citizens, making secure login easy and available to everyone.
Role
Who you are
- The ideal candidate has a strong understanding of the cybersecurity VAR ecosystem, thrives in a collaborative environment, and can translate strategy into measurable results
- 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
Desirable
- Direct experience managing GuidePoint, SHI, Zones, or Insight (or similar large cybersecurity resellers)
- Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or broader cybersecurity markets
What the job involves
- 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
- 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
Our take
With cybersecurity breaches a costly and devastating threat to businesses and governments across the board, robust security solutions are an increasingly high priority. But passwords, the most common form of digital protection, are ill-equipped for preventing phishing attacks and other forms of cybercrime. Yubico is a leading provider of hardware authentication security keys, that add an additional layer of protection by verifying that a website or tool is being accessed from a specific device.
Yubico's hardware keys are some of the most popular on the market, offering a competitive solution to multi-factor authentication. Through its products, customers can secure the identities of their employees and users, and reduce both support costs and the number of support calls made.
With the global multi-factor authentication market forecast to keep rising from now into 2027, the company's leading global position is likely to see it net more clients. This is atop its already impressive list which includes Google, Microsoft, and the UK Government, with the opportunity to find great success off the back of its 2024 IPO and as the space evolves.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Jul 2020
$32m
LATE VC
Aug 2019
$25m
LATE VC
Total funding: $88.9m
Company benefits
- Retirement plan - We offer pension plans with employer contributions
- Wellness benefit - monthly reimbursements for wellness expenses in the US and Sweden
- Equity in the company - stock options or equivalent programs for our team so they can have a solid stake in Yubico’s success
- Learning & development - professional development stipend and mentorship program
- Global events - historically we’ve hosted an all-team event in a new location every year where we plan for upcoming quarters, set goals, and most importantly, host fun events to encourage team building outside of the workplace
- Parental leave - paid parental leave so you can take care of your new family
Company HQ
Downtown North, Palo Alto, CA
Leadership
Stina Ehrensvärd
(Chief Evangelist)Having studied at the Royal College of Art in Stockholm, Stina co-founded Cypak in 2001, where they served as VP of Marketing for 6 years. They then co-founded Yubico as CEO in May 2007.
Jakob Ehrensvärd
(CIO)Jakob started their career as a SVT Software Developer before spending 9 years as CEO of Systemkonsult. They left their role as CTO of Cypak in 2008, having founded Yubico with Stina.
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