Channel Director- EMEA
YubicoPosted 3/27/2025
Channel Director- EMEA
Yubico
Job Location
Job Summary
Yubico is seeking a Channel Director for EMEA to lead a team of high-performing Channel account managers. The role involves executing Yubico's Channel sales strategy, building collaborative partnerships, and accurately forecasting business volume through the Channel. The ideal candidate will have 5+ years of leadership experience in managing teams, developing distribution and reseller relationships, and driving revenue growth through indirect sales channels. They should also possess exceptional relationship-building skills, strong analytical and problem-solving abilities, and excellent written and verbal English communication skills. Yubico offers flexible remote work options, a travel stipend, and equity in a fast-growing company. The company values diversity and inclusivity, and is an equal opportunity employer.
Job Description
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 (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.
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.
Tasks and Responsibilities:
- 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.
Basic Qualifications:
- 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.
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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.
Personal data submitted through this form is used for managing Yubico’s recruitment activities, which include facilitating any application you make, setting up and conducting interviews and tests for applicants, evaluating and assessing results and selecting candidates, and as otherwise needed in our recruitment and onboarding processes. The use of your personal data may also be necessary prior to entering into a contract with you (that is prior to offering you a job with Yubico). Your personal data will only be used for the purposes for which it was collected and in accordance with the Yubico Privacy Notice. We only keep your personal data for as long as necessary and in compliance with Yubico’s record retention policies. If you have asked us to, we will keep you informed of other opportunities at Yubico. We do this in various ways, including email and by phone. If at any time you do not want us to contact you or use your information as described herein please contact us at [email protected] to let us know and we will delete all such information. Providing your personal data is voluntary, but necessary to join our talent community, and if you do not agree to provide your data, we will not be able to consider you as part of our talent community.
As part of providing the requested service, we will transfer your data to be processed by Lever, Inc., a service provider contracted by Yubico AB and/or its subsidiaries that meets legally mandated privacy requirements. The Yubico Privacy Notice offers more information about Yubico privacy practices, including the lawful basis for processing of personal data, how to lodge a complaint with the supervisory authority, and how to contact Yubico to exercise your data subject rights. In this notice, when we refer to "Yubico", "us", "we" or "our", we mean the Yubico group company or companies that you apply to, or correspond with, and which are responsible for any personal data collected about you.
