Yubico Inc. - Channel Manager - Southern Europe
Requirements
• Deep understanding and experience in a Channel sales model, hi-tech software, hardware, and service offerings • 5+ years track record of over achievement in selling through and managing Channel and Technology partnerships in the Spain • A good understanding of the cybersecurity market • Experience of working with Security, Identity and Authentication technologies preferred • Deep understanding of motivators/mindset of local resellers and distributors as well as the local inter-channel relationships between resellers • Deep understanding of the purchasing and evaluation process of local customers to educate partners on how to sell Yubico’s solutions • Comfortable having business and high-level technical conversations • Team player who is able to take initiative, maintain a positive attitude, be self-motivated, and work effectively on projects with minimal direct supervision • Excellent verbal, written and presentation skills • Willingness to travel nationally on a regular basis • Based out of Madrid would be a big plus. • Must be a native Spanish speaker. Other language like Italian, Portuguese would be plus to have • #LI-IR1#LI-Remote
Responsibilities
• Drives the commercial relationship with Yubico’s Channel in the region • Enables, builds relationships and supports Distributors and Resellers • Creates, executes, and monitors Distributor and Reseller business plans and performance to achieve revenue targets • Motivates, educates, and incentivizes resellers and distributors to ensure Yubico is front of mind • Develops innovative strategic alliances that drive revenue and add value • Liaises between the Direct Engagement teams and Channel Partners to ensure requirements are met and partners and end users receive an excellent customer experience
Benefits
• At Yubico, we are guided by a shared belief that your work matters. We operate under a cultural philosophy of Speed with Integrity, pushing the boundaries of technology to secure the AI frontier—protecting both human and agentic AI interactions—and leading the transition to post-quantum cryptography. In everything we do, we live by our core values: • Battle Friction: We constantly look for new ways to simplify our products, our work, and the user experience. • Battle Friction: • Inspire Higher: We think big, champion the open internet, and strive to do the right thing even when it is difficult. • Inspire Higher: • One Team: We are open, responsive, and collaborative, overcoming challenges and celebrating our successes together. • One Team: • Aligned with our commitment to open standards, we foster a thriving builder ecosystem through the Yubico Developer Program, offering free open-source repositories, libraries, and SDKs to help developers rapidly integrate strong hardware authentication into any application. Through close collaborations with technical partners like Google, Microsoft, and Amazon, as well as newer frontiers like OpenAI, we continue to shape a safer digital world while donating security keys to protect vulnerable communities, journalists, and humanitarian groups worldwide through our Secure it Forward program. • 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. • Freedom and Flexibility: • 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. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico which all employees are welcome to join. Additionally, Yubico donates YubiKeys to organizations in need all over the world (you can read more about our work here). • Yubico Values: • We are seeking a proactive and dynamic Channel Manager to develop our channel network in the Spain region. Permanently in contact with our distributor and reseller network, you will be accountable for orchestrating all of our Channel activities in Spain. As Yubico’s Channel Manager it will be your responsibility to drive revenue via Yubico’s Channel network through effective planning, forecasting and lead-generation activities. Reporting to the Director of Channel EMEA, you will be a key part of our regional go to market strategy. This will require:-The support of Channel partner engagement with large or strategic customers -Working with and selling through Yubico’s Channel partners-Engagement with Yubico’s global technology partnerships to drive new opportunitiesTasks & Responsibilities: • Drives the commercial relationship with Yubico’s Channel in the region • Enables, builds relationships and supports Distributors and Resellers • Creates, executes, and monitors Distributor and Reseller business plans and performance to achieve revenue targets • Motivates, educates, and incentivizes resellers and distributors to ensure Yubico is front of mind • Develops innovative strategic alliances that drive revenue and add value • Liaises between the Direct Engagement teams and Channel Partners to ensure requirements are met and partners and end users receive an excellent customer experience
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