We are seeking a proactive and dynamic Channel Manager to develop our channel network in Southern Europe region. Permanently in contact with our distributor and reseller network, you will be accountable for orchestrating all of our Channel activities in the region. 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 opportunities
Tasks & 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
Basic Qualifications:
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 Southern Europe
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
Established network of Channel Partners is preferred
Excellent verbal, written and presentation skills
Willingness to travel within the Southern European region on a regular basis
Based in Spain
Languages, English, Spanish, and Italian is good to have
