Channel Account Manager
Job description
About the role
Yubico is on the lookout for a Channel Account Manager who will be instrumental in strengthening and expanding relationships with key cybersecurity resellers and strategic partners. This position is centered around generating revenue through effective partner engagement and collaborative planning. The successful candidate will possess a deep understanding of the cybersecurity value-added reseller (VAR) ecosystem and thrive in a collaborative team environment.
Key facts
What you'll do
- Serve as the primary liaison for designated partners, cultivating robust relationships and ensuring alignment with business objectives.
- Develop and execute annual business strategies with partners to drive growth and enhance the adoption of Yubico's solutions.
- Deliver customized training and resources to partner sales teams, equipping them to effectively market and sell Yubico's security products.
- Collaborate with partner sales teams to identify and capitalize on business opportunities, streamlining sales processes and improving forecasting accuracy.
- Evaluate partner performance against established key performance indicators (KPIs) and devise strategies for enhancement.
- Keep abreast of market dynamics and competitor activities to fine-tune Yubico's channel strategies.
- Engage in regular communication with partners to ensure alignment on goals and to address any challenges.
- Participate in industry events and conferences to promote Yubico's offerings and strengthen partner relationships.
Requirements
- A bachelor's degree in Business, Marketing, or a related field is required; an MBA is preferred.
- At least 5 years of experience in channel management, partner development, or sales, specifically within the cybersecurity or enterprise technology sectors.
- A proven history of driving revenue growth through strategic initiatives and effective partner collaboration.
- Comprehensive understanding of VAR, managed service provider (MSP), and distributor business models.
- Excellent communication and negotiation skills, with a track record of engaging effectively with senior stakeholders.
- Strong analytical skills to assess performance metrics and generate actionable insights.
- Self-driven with exceptional organizational abilities and a results-oriented mindset.
- Willingness to travel 40-50% of the time to engage with partners and attend events.
Nice to have
- Direct experience working with major cybersecurity resellers such as GuidePoint, SHI, Zones, or Insight.
- Familiarity with identity and access management (IAM), multi-factor authentication (MFA), or the broader cybersecurity landscape.
- Previous experience in a role that required extensive partner engagement and relationship management.
Skills & tools
- Proficient in utilizing sales enablement tools and customer relationship management (CRM) software.
- Familiarity with data analysis tools to monitor and evaluate performance metrics effectively.
- Strong presentation skills to convey complex information clearly and persuasively to partners.
Practical notes
- Yubico provides a comprehensive health benefits package, which includes dental and vision coverage, with 100% premium coverage for employees and 85% for their families.
- The retirement plan includes a 401K match of up to 6%, with immediate vesting for employees.
- A wellness reimbursement program offers $1,200 annually for fitness-related expenses, promoting a healthy lifestyle.
- Professional development is encouraged, with a yearly stipend of $3,000 available for training and mentorship opportunities.
- Employees enjoy 15 vacation days, 10 holidays, and 7 sick days each year to support work-life balance.
- Paid parental leave is generous, providing 8 weeks for all parents and an additional 8 weeks for birthing parents.
- Commuter benefits are available for employees who need to travel to an office location.
Yubico offers a competitive salary range for the Channel Account Manager position, typically between $127,000 and $147,000. Additionally, there is variable compensation ranging from $54,450 to $63,000, leading to a total target compensation of $181,450 to $210,000.
We are proud to be an equal opportunity employer, dedicated to fostering diversity and inclusion within our workforce. All applicants will be evaluated without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, disability, or veteran status. We encourage individuals from all backgrounds and experiences to apply.