Channel Director EMEA

Meet Yubico: the inventor of the YubiKey––the world's first and leading security key. Our company’s mission is to make secure login easy and available for everyone. Yubico was founded in 2007 by Stina and Jakob Ehrensvard, and recently went public on Nasdaq Stockholm Main Market: YUBICO. Our customers include Fortune 500 companies, hundreds of government agencies and millions of individuals in over 160 countries that rely on Yubico technology to secure access to computers, online services and mobile apps. We are a global company with a strong company culture and employees located in over 14 countries. Yubico’s headquarters are based in Stockholm, Sweden and Santa Clara, CA. Aligned with our mission to make the internet more secure for everyone, Yubico donates YubiKeys to organizations helping at-risk individuals through our philanthropic initiative, Secure it Forward.

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 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.

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.

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.

• 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 that 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.

We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity or expression, age, marital status, religion, national origin, disability, protected Veteran status or any other characteristic protected by law. We'd love to learn about what you can add to our diverse team.

Yubico does not accept agency resumes or referrals so please do not send them to our careers staff or employees. Yubico is not responsible for any fees related to unsolicited resumes or referrals.