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Yubico // enterprise authentication
Sales, Full Time    New York City    Posted: Friday, December 06, 2019
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Yubicos mission is to create a safer internet for everyone. Our core invention, the YubiKey, hardware-based token, revolutionized secure logins for top Internet brands, including Google & Facebook, & for millions of users in 160 countries. Collaboration & innovation are at the core of our culture, as we expand to more advanced software & services for encryption & Internet of Things (IoT). We are a multinational, fast-growing, & profitable company, offering an opportunity to bring your ideas to life with our global team.

The Role

The Channel Manager wins, maintains, & expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales profitability, & partner recruitment.

As part of the Yubico Channel Manager team, you will represent the entire range of company products & services to assigned partners, acting as the primary point of contact for our accountant partners; pursuing new referrals, building relationships, & ensuring a smooth experience for their referred clients.

This role will report to the Vice President of Channel Sales.

Your Responsibilities

  • Establishes productive, professional relationships with key personnel in assigned partner accounts.
  • Coordinatesthe involvement of company personnel, including support, service, & management resources, in order to meet partner performance objectives & partners' expectations.
  • Meets assigned targets for sales & pipeline while meeting strategic objectives in assigned partner accounts.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, & critical milestonesassociated with a productive partnership.
  • Proactively assess, clarifies, & validates a partner needs on an ongoing basis.
  • Sells through partner organizations to end users in coordination with partner sales resources.
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally & externally, & through strictadherence to channel rules of engagement.
  • Leads solution development efforts that best address end user needs, while coordinatingthe involvement of all necessary company & partner personnel.
  • Ensures partner compliance with partner agreements.
  • Drives adoption of companyprograms among partners.
  • Proactively recruits new qualifying partners.

Job Requirements

  • Minimum of 7-10 years channel sales experience in a business - to - business sales environment
  • Ability to implement, manage, & hold sales resources accountable to sales process, forecasting & sales strategy
  • Possess good business acumen in channel sales management
  • Knowledge of Cyber Security industry - highly preferred
  • Excellent communication & presentation skills
  • Whatever it takes attitude & motivation to deliver above quota performance
  • Mentoring/Coaching skills
  • PC proficiency
  • Ability to travel up to 40%
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