Channel Director

Summary

Join Yubico, a leading security key innovator, as their Channel Director for EMEA. In this role, you will lead a team of Channel account managers, execute Yubico's Channel sales strategy, build partnerships, and forecast business volume. You will be responsible for cultivating long-term partnerships, supporting the EMEA Channel team, attending industry events, designing and implementing a strategic channel sales plan, maximizing sales potential, collaborating with cross-functional teams, tracking and analyzing Channel sales performance, designing compelling value propositions, staying abreast of market trends, leading and energizing the sales team, developing accurate sales forecasts, and providing regular updates to senior management.

Requirements

• 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

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

Benefits

• 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
• 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)
• 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