Sales Manager

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 First North Growth Market Stockholm: 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 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.

As a Sales Manager you will build upon Yubico’s success and make a major contribution to the growth of Yubico’s solutions in the Japan region. You will be involved in creating a regional go-to-market strategy, including directly targeting corporate and government accounts and establishing a reseller network for the midmarket, 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 creating a sustainable business for Yubico in the dynamic Japanese market and globally creating phishing resistant users.

You will be a key part of our regional sell-with, sell-through, a go-to-market strategy that includes developing solid business relationships with new and existing clients for Yubico. This requires direct engagement with large or strategic customers, working with and selling through Yubico’s channel partners, and engagement with Yubico’s global technology partnerships such as Microsoft, Okta and many more.

Strong business acumen and the ability to quickly understand and apply the fundamentals of a prospect or customer’s business environment, organization, and strategy are essential to success in this role. As an ideal candidate, you possess the 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.

Tasks and responsibilities

• Drive Sales and commercial relationships with corporate and government accounts.
• Work with internal stakeholders to develop and execute a regional plan for target accounts.
• Continually build and grow a robust sales pipeline.
• Lead negotiations working closely with Sales Management and Legal.
• Develop long-term strategic relationships with key accounts.
• Work with customers remotely and in person as required.  Moderate travel is expected to be 20-40%

Skills and experience

• 7+ years track record of overachievement and selling, both directly and through technology partnerships.
• 5+ years of experience in security or PKI solutions. A good understanding of the IT security marketplace.
• Hunter mentality with solid Sales DNA and a track record of developing a greenfield territory, adding net new major company logos in an Enterprise sales role.
• Comfortable having both business, and high-level technical conversations with CTO, CIO, or CISO for corporate and government accounts.Understanding and experience from channel sales models.
• Strong verbal and written communications skills.
• Presentation, public speaking, and conference experience.
• Fluent in English and a native Japanese-speaker