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Yubico

Director of Business Development

Remote
Yubico’s mission is to create a safer internet for everyone. Our core invention, the YubiKey, a hardware-based token, revolutionized secure logins for top Internet brands, including Google and Facebook, and for millions of users in 160 countries. Collaboration and innovation are at the core of our culture, as we expand to more advanced software and services for encryption and Internet of Things (IoT). We are a multinational, fast-growing company, offering an opportunity to bring your ideas to life with our global team.

We are looking for a pathfinder to help scale our Business and Corporate Development team. You will make the internet safer for everyone by creating, testing, and nurturing enduring agreements across a myriad of organizations. You help us build more than deals, you create enduring, templated experiences for our enterprises, partners, and colleagues. 

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How people work together within the team is important to us.  We are multidisciplinary, lead by example, and seek to understand.  Your core impulse should be to simplify to help cross-functional deal teams internally and externally solve customer & business problems quickly. We seek to achieve durable relationships by driving relatively frictionless deals for both Yubico and our partners to make the pie bigger for everyone. Through clear customer and partner focus you are able to create sustainable economies of scale to bring security to the world.   

We think of our team as a whole.  We will continue to expand the troupe with new individual strengths and approaches to bring a broad spectrum of ideas and experiences to our deal making. We thrive by working together, developing strategies, gathering data from testing those strategies, learning and sharing what we learn. 

While our passion is building economic scale, we must always remember our true north: we are here to continue to reinforce and expand on the core of Yubico’s business - our founder’s driving belief that security can be both more effective and easier to use.  We are a team of star players who always assumes best intent, builds strong relationships, and catalyzes the work environment by leading through learning.

Qualifications:

  • Identify, negotiate, and sign deals with new and existing partners, from emerging to multi-billion dollar organizations
  • Test and iterate on those deals to find the best patterns to create scalable partner programs across hundreds of partners
  • You will be working more closely with marketing, solutions, and sales to create patterns of gives and gets that make sense across our ecosystem
  • Minimum of 8 years of experience in high-tech corporate environment and have played a major role in building partnerships and partnership programs through written agreements
  • You have consistently represented your company at the executive level - feeling comfortable planning for and talking with Director and VP-level folks to establish agreements with mid to large businesses
  • Ideally, you have experience scaling sales and marketing motions across different geos and GTM models  
  • At Yubico, we span hardware, software, and security - while it is difficult to have experience in all three, you must have done at least two out of the three
  • Ideally, you have worked in a small, fast-paced environment previously in your career. Added plus if you have worked in an authentication growth company like Okta, Duo, Ping, etc.
  • You have experience in SaaS and building partnership structures centered around a subscription model.
  • You have built scalable programs from scratch. You strive to understand and explain the market in which partners live. That can include everything from end user and enterprise value drivers and KPIs to competitive environment and growth strategies.
  • You are good at identification and development of solutions, go-to-market plans, sales engagements, marketing and collateral, and competitive positioning.
  • You are excellent at relationship management, negotiation, and communication as indicated by your strong personal network and track record. You have a long list of folks who would want to work with you again and again.
  • You are able communicate appropriately at all levels of organizations to get shared buy in and drive agreements to completion and measurable success.
  • You are able to coordinate multi-functional teams with high efficiency, to resolve complex issues, creating results under pressure and stringent deadlines all while keeping a calm and pleasant demeanor.
  • You synthesize verbal, written and graphical content into clear, persuasive, and articulate artifacts. You proofread and edit the work of others, as well as your own.  You align and rally organizations via project plans, storyboards, presentations, and reports.  
  • And, most importantly, you have a reputation as a creative deal-maker: you are the person behind the scenes that creates landmark deals with a breadth of partnership structures. 
  • SFDC or similar CRM experience is required
  • Bachelor’s / Master’s Degree or equivalent work experience

You are someone who loves to:

  • Conceive of and orchestrate deals that have a long lasting impact on the lives of our end users, enterprise customers, and the partners with which we grow new opportunities together.
  • Maintain existing and develop new executive relationships with our partners and our internal stakeholders by being trustworthy and humble.
  • Seek out data to learn and look for patterns to scale the business. 
  • Evaluate the financial and non-financial benefits and risks of new or expanded partnerships.  
  • Once you find those patterns, you enjoy building those into programs for scale.
  • Enhance existing commercial agreements as we recognize new opportunities together.
  • Develop joint KPIs for all partners, improve business processes, and introduce and implement best practices to produce high quality results, efficiently.
  • Cultivate the best in everyone - especially our partnerships.  This includes identifying issues, assessing solutions, and working together on chosen opportunities.
  • Courageously develop multiple bold strategies, hypothesis testing them quickly to build new learnings and add exponential growth to the business.  
  • Approach deal making and organizational building from a servant-leader perspective - practice being present and pay attention in every conversation, is a coach and is coachable, has high standards and expectations, and is direct and caring in communications all with the true north of making things better for all.
  • Evangelize for courage across the organization - you teach by doing and give feedback in the moment in a way that shows that you care deeply about the person with whom you are working.
  • Understand how to move organizations in big ways by bring people together to a shared vision and executing on that vision
  • Provide structure to chaos, developing and optimizing outbound BD activities and staying focused on the work that has the biggest impact on our KPIs.
  • Orchestrate and influence across the entire organization - from engineering to sales from ICs to C-levels to unlock the potential of our high performing v-teams, through tight project management, clear communications at every level, and gathering constant feedback. 

We are an equal opportunity employer, we value diversity and uphold an inclusive environment where all people feel that they are equally respected and valued. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, gender expression, age, marital status, religion, national origin, veteran or disability status. We'd love to learn about what you can add to our diverse team.

Personal data submitted through this form is used for the legitimate business interests of managing Yubico’s recruitment and hiring related activities, which include setting up and conducting interviews and tests for applicants, evaluating and assessing the results thereto, and as is otherwise needed in the recruitment and hiring processes. 
Your personal data will be retained in compliance with Yubico’s record retention policies, as long as necessary for the purpose for which it was collected including the consideration for relevant future employment opportunities.
If you do not want us to reach out to you or use your information as described herein please contact us at jobs@yubico.com to let us know and we will delete all such information. Providing your personal data is voluntary, but necessary to join our talent community, and if you do not agree to provide your data, we will not be able to consider you as part of our talent community
As part of providing the requested service, we will transfer your data to be processed by Lever, Inc., a service provider contracted by Yubico AB and/or its subsidiaries that meets legally mandated privacy requirements.The Yubico Privacy Notice offers more information about Yubico privacy practices, including the lawful basis for processing of personal data, how to lodge a complaint with the supervisory authority, and how to contact Yubico to exercise your data subject rights.
Job ID: ace1704f-f985-4684-8c83-ae062edde148
Employment Type: Other

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