[Remote] Channel Manager at Yubico

United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, TechnologyIndustries

Requirements

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Channel ManagementPartner ManagementSalesHardware SecurityPasskeysAuthentication

Questions & Answers

Common questions about this position

What work arrangement options does Yubico offer?

Yubico offers freedom and flexibility, allowing employees to work 100% from home or choose hybrid/onsite arrangements.

What is the salary or compensation for the Channel Manager role?

This information is not specified in the job description.

What key skills are needed for the Channel Manager position?

The role requires a strong understanding of the cybersecurity VAR ecosystem, ability to thrive in a collaborative environment, and skills in translating strategy into measurable results.

What is Yubico's company culture like?

Yubico fosters a strong company culture with an open space for employee voices, Employee Resource Groups like YubiPride and YubiWomen, emphasis on social connections via Slack, and a philanthropic initiative donating YubiKeys.

What makes a strong candidate for the Channel Manager role?

A strong candidate excels in strategic relationship management with cybersecurity resellers, joint business planning, sales enablement, and driving revenue growth through partner enablement.

Yubico

Provides two-factor authentication security keys

About Yubico

Yubico specializes in cybersecurity by offering two-factor authentication solutions, primarily through their product, the YubiKey. The YubiKey is a physical security key that enhances protection against unauthorized access by requiring users to insert or tap the key for authentication, which adds an extra layer of security beyond just passwords. Yubico serves a wide range of clients, including large enterprises, small businesses, and individual consumers, particularly in industries like finance, healthcare, and technology where data protection is crucial. Unlike many competitors, Yubico provides various models of the YubiKey tailored to different security needs and also offers software tools for developers to integrate YubiKey functionality into their applications. The company's goal is to ensure robust security for their customers by continuously expanding their product line and providing support services.

Palo Alto, CaliforniaHeadquarters

2007Year Founded

$88.8MTotal Funding

IPOCompany Stage

CybersecurityIndustries

501-1,000Employees

Benefits

Retirement plan

Wellness benefit

Equity in the company

Learning & development

Global events

Parental leave

Risks

Emerging side-channel attacks like EUCLEAK threaten YubiKey's microcontroller security.

Adversarial AI could undermine Yubico's multi-factor authentication effectiveness.

Reliance on traditional MFA methods may affect Yubico's market if not innovated.

Differentiation

Yubico's YubiKey offers robust two-factor authentication with a physical security key.

YubiKey is compatible with major platforms like Google, Microsoft, and Facebook.

Yubico provides a range of hardware and software solutions for diverse industries.

Upsides

Growing demand for passwordless authentication boosts Yubico's market potential.

YubiKey Bio Series addresses enterprise needs for phishing-resistant biometric security.

Integration with Microsoft Entra ID enhances seamless onboarding for enterprise users.

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