Yubico, the inventor of the YubiKey (security key), makes secure login easy and available for everyone. Backed by major investors like Andreessen Horowitz, Meritech Capital, AMF, and Marc Benioff, CEO of Salesforce, the company was created by an inspirational female founder. Millions of individuals in over 160+ countries rely on the YubiKey to protect their accounts, and companies like Google, Facebook, Twitter, and the U.S. State Government rely on our technology to keep their employees secure. We are a multinational, fast-growing company offering an opportunity to bring your ideas to life with our global team. If you are interested in this role, please submit your CV in English.
The future of Yubico: We’re continuing to invest in innovation and we’re excited to share that we’ve signed the intent to go public through a merger with ACQ Bure, a Swedish holding company that is publicly traded on Nasdaq Stockholm. You can read more about our exciting news in our blog: https://www.yubico.com/blog/yubico-is-merging-with-acq-bure/ .
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.
Yubico is in the enviable position of its products being deployed at scale in 9 out of the top 10 internet firms. This success has led to many Global 2000 companies starting projects with Yubico. As a Sales Director you will build upon this early success, and expand Yubico’s solutions across the Nordics. You will be involved in creating a regional go-to-market strategy, including directly targeting Global 2000 companies and establishing a reseller network for key accounts, to ensure these customers benefit from Yubico products to the fullest extent. Of course, revenue booked is the critical measure, but this role is so much more. It's also about changing the world to be able to Trust the Net.
About the Role:
Reporting to the VP, Sales EMEA, this is a senior Sales role where you will build upon Yubico’s current success in the region and expand the growth of Yubico’s solutions to new Global 2000 accounts. You will drive our regional sell with, sell through, go to market strategy that includes developing solid business relationships with new and existing clients for Yubico.
By gaining a thorough understanding of a customer’s business, IT initiatives and needs which Yubico can address, you will develop and maintain trusted relationships with senior level decision makers and other key stakeholders, to present compelling business value proposals for our solutions. You will plan and execute strategies and sales tactics in these areas: territory planning, prospecting, relationship development, pricing, presentation, negotiations, closing and contracts.
Requirements:
- Direct touch engagement with large (G2000) or strategic customers
- Working with and selling through Yubico’s channel partners
- Engagement with Yubico’s global technology partnerships
- Strong business acumen and the ability to quickly understand and apply the fundamentals of a prospect or customer’s business environment, organization, and strategy
- Aptitude and or relevant sales or marketing experience to easily understand and articulate the business value of Yubico products and solutions to C-level executives, line of business and IT professionals
Responsibilities:
- Drive the account relationship with each Global 2000 customer
- Develop long-term strategic relationships with Global 2000 accounts
- Nurture and progress long sales cycles with patience
- Own the revenue number for both sell through and sell to customers
- Meet or exceed quarterly and yearly revenue targets
- Work closely with Marketing, Channels, and Operations on scalable and efficient fulfillment
- Work with all internal stakeholders, develop and execute a comprehensive regional plan for your assigned verticals
- Continually build and grow a robust sales pipeline
- Work with partners to extend reach & accelerate customer adoption
- Create joint business plans with each partner, and ensure they are executed successfully
- Lead contract negotiations working closely with Sales Management and Legal
- Ensure that the customer and opportunity profile information is kept up to date in the corporate CRM system (Salesforce).
- Moderate travel
Skills & Experience:
- Deep understanding and experience in vendor and channel sales models, levers and rewards for hi-tech software, hardware, and service offerings
- 7+ years track record of over achievement and in selling, both directly and through technology partnerships, specifically to the region's largest companies/organizations (e.g., Manufacturing, Finance, Insurance, Retail, etc.)
- Comfortable having both business, and high level technical conversations with a CTO, CIO, or CISO for a Global 2000 company
- A good understanding of the IT security and authentication marketplace
- Hunter mentality with solid Sales DNA and a track record of developing a greenfield territory, adding net new logos in an Enterprise sales role
- Strong verbal and written communications skills
- Working knowledge of import/export process for the region, IOR (importer on record) requirements; physical good importation would be a major plus
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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 jobs@yubico.com 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.
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