Channel Manager - Public Sector

Yubico, the inventor of the YubiKey, the world's first and leading security key, makes secure login easy and available for everyone. The company was founded in 2007 by Stina and Jakob Ehrensvard, and recently went public on Nasdaq First North Growth Market Stockholm:
YUBICO. Customers include 30% of Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries, relying on Yubico technology to secure access to computers, online services and mobile apps. The company is located in 14 countries with headquarters in Stockholm, Sweden and Santa Clara, CA. We are a diverse, multinational, fast-growing company fueled by a strong company culture and our mission to make the internet safer for all.

At Yubico, we offer:
Freedom and Flexibility:
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.

Yubico Values:
We work to ensure that our employees have an open space to have their voices amplified to create a diverse, equitable, and inclusive workplace where everyone feels like they belong. Aligned with this, our employees have created some pretty cool Employee Resource Groups:
YubiPride, YubiBIPOC, YubiSustainability and YubiWomen. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here).

Social Connection:
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. We host 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. Check out our Life at Yubico Page on LinkedIn and our awards here

The Role:


Yubico is seeking a dynamic and results-oriented Channel Manager to join our Public Sector team. You will play a crucial role in managing and expanding our network of Value Added Resellers (VARs), System Integrators (SIs), and other channel partners focused on the Public Sector. By leveraging your expertise in strategic initiatives, you'll drive revenue growth for our partners while fostering strong, collaborative relationships that support the unique needs of government agencies.

Tasks & Responsibilities:

• Public Sector Focus:
  Develop and execute channel strategies specifically tailored to address the security challenges and procurement processes of government institutions
• Partner Management:
  Build and maintain strong relationships with Public Sector VARs, SIs, and other channel partners, serving as the primary point of contact for all channel-related activities within the government space
• Strategic Planning:
  Collaborate with partners to develop and execute strategic initiatives that drive revenue growth, market expansion, and adoption of Yubico solutions across Federal, State, and Local government agencies
• Driving Qualified Opportunities:
  Identify and qualify potential sales opportunities within the Public Sector, ensuring timely and accurate deal registrations aligned with government procurement guidelines. Work closely with partners to support these processes and position Yubico's solutions effectively for maximum success within government buying cycles
• Channel Development:
  Continuously evaluate and onboard new Public Sector focused VARs, SIs, and other channel partners to expand Yubico's reach and influence within government institutions
• Training and Enablement:
  Provide training and support to partners on Yubico's products, solutions, and go-to-market strategies specific to the Public Sector, ensuring effective representation and positioning within government agencies
• Compliance Expertise:
  Maintain a strong understanding of relevant government security standards and compliance requirements (e.g., FISMA, FedRAMP) to ensure partner alignment and successful solution implementation for government clients
• Performance Analysis:
  Monitor partner performance and track key metrics to assess the effectiveness of channel programs and initiatives within the Public Sector
• Collaboration:
  Work closely with cross-functional teams including Sales, Marketing, and Product Management to align channel strategies with overall business objectives, specifically focused on the Public Sector market

• Bachelor's degree in Business Administration, Marketing, or related field
• 5+ years of experience in channel management, partner relations, or business development within the technology industry, with a focus on the Public Sector a plus
• Proven track record of driving revenue growth through strategic initiatives within Public Sector VARs, SIs, and other channel partners
• Strong understanding of Public Sector procurement processes, security requirements, and channel dynamics within the government space
• Excellent communication, negotiation, and relationship-building skills
• Analytical mindset with the ability to analyze data and derive actionable insights
• Self-motivated with a results-driven approach and ability to thrive in a fast-paced, dynamic environment