Channel Director, Yubico
EMEA
Secure two-factor authentication products
Open for applications
Secure two-factor authentication products
501-1000 employees
Open for applications
501-1000 employees
Company mission
To protect all internet citizens, making secure login easy and available to everyone.
Role
Who you are
- 5 years of leadership management, coaching, and developing teams in EMEA
- Deep distribution and reseller relationships where there is trust and confidence from the EMEA Channel
- 8+ years track record of overachievement in selling through and managing Channel and Technology partnerships in EMEA
- Proven track record of developing and managing successful channel partner programs, including driving revenue growth through indirect sales channels
- Exceptional relationship-building skills and the ability to craft successful negotiation strategies mutually benefit all parties
- Experience with CRM systems (e.g., Salesforce)
- Strong analytical and problem-solving skills, with the ability to use data to drive decisions and strategy
- Experience leading, mentoring, and coaching top performers and consistently demonstrating a track record of meeting and exceeding quota
- A good understanding of the cybersecurity market
- Expertise in collaborating with cross-functional teams for market expansion
- Excellent written and verbal English communication skills, other European languages are a plus
- Willingness to travel internationally on a regular basis across key countries in EMEA
What the job involves
- Yubico is looking for a passionate Channel Director for EMEA to lead a team of high-performing Channel account managers
- Responsibilities include executing Yubico’s Channel sales strategy, building collaborative partnerships, and accurately forecasting business volume through the Channel (distribution, resellers and SIs)
- The Channel organization at Yubico is a strategic pillar essential for our growth and a critical business component
- Cultivate long-term partnerships that support international market growth, focusing on executing partner-centric strategies in the EMEA region
- Lead and support the EMEA Channel team on a daily basis to help maximize Channel revenue growth
- Attend Channel and industry events across focus countries in EMEA
- Design and implement a strategic channel sales plan aligned with company goals, including partner selection, recruitment, onboarding, and performance management frameworks
- Maximize sales potential through building and maintaining strong relationships with key Channel partners, including resellers, distributors, and system integrators
- Collaborate with cross-functional teams to align market expansion goals and drive initiatives that boost brand awareness and presence in new markets
- Track and analyze Channel sales performance against targets, identify areas for improvement, and implement corrective actions to optimize partner productivity
- Design compelling value propositions that inspire partners to promote Yubico’s solutions
- Stay abreast of market trends and competitor activity to identify new channel opportunities and adjust channel sales strategies accordingly
- Lead and energize an international sales team to meet strategic objectives and align their efforts with the broader Channel strategy
- Develop accurate sales forecasts based on Channel partner performance and provide regular updates to senior management
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
$31m
LATE VC
Aug 2019
$25m
LATE VC
Total funding: $86.9m
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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