Yubico

Account Manager

• Serve as the primary point of contact for assigned partners, building trusted relationships and ensuring alignment on joint business objectives.
• Develop and execute annual business plans with assigned partners to drive growth, enablement, and solution adoption.
• Deliver targeted training and enablement programs to partner sales teams, equipping them with the knowledge and tools to effectively position Yubico’s security solutions.
• Collaborate with partner sellers to identify, qualify, and close opportunities, supporting forecast accuracy and accelerating sales cycles.
• Track partner performance against revenue and engagement KPIs, identifying gaps and implementing improvement plans.
• Monitor market trends and competitor activity to inform go-to-market strategies and strengthen Yubico’s channel value proposition.

Channel Account Manager

Chief Marketing Officer

• Evolve the Technical Narrative: Define, build, and maintain the technical messaging and positioning frameworks for Yubico's digital identity platform. Connect our capabilities directly to enterprise frameworks like Zero Trust, Post-Quantum transition roadmaps, and secure AI-agent identity infrastructure.
• Machine-Readable Content Architecture: Author highly structured, factual, and high-information-gain technical collateral (such as reference architectures, integration guides, and specification matrices) optimized for retrieval-augmented generation (RAG) and LLM-driven vendor evaluations.
• Drive Strategic Launch Momentum: Lead technical GTM strategies for new hardware, firmware, and SaaS product rollouts. Ensure global sales readiness, partner enablement, and external technical authority at launch.
• Enable the Technical Field: Develop robust technical pitch decks, reference implementations, interactive demos, and proof-of-concept (PoC) guides to equip our global Solutions Engineers (SEs) and Sales team to tackle complex, low-level technical inquiries.
• Deep-Tech Competitive Intelligence: Conduct hands-on teardowns and protocol-level analyses of competitor software-only and physical MFA offerings to arm field teams with actionable, highly credible competitive battlecards.
• Community & Ecosystem Evangelism: Act as a technical security spokesperson at premier industry events (such as RSA, Black Hat, and Identiverse), deliver technical webinars, and actively engage with developer and security engineering forums.

Senior Director, Product Marketing

Associate

• Partner with Sales to ensure all deals are well-structured and aligned with commercial policies.
• Manage and process US Channel Purchase Orders (POs).
• Execute Channel Stocking Orders for inventory availability.
• Serve as a central support hub for the sales-side booking and fulfillment within Salesforce.
• Identify and report system bugs or process inefficiencies.
• Provide critical support during high-volume periods during EOQ and EOY cycles.
• Demonstrate high levels of self-sufficiency and resourcefulness by interpreting complex documentation.

Deal Desk Associate

Analyst

• Serve as the primary Deal Desk liaison for the field sales team, with a dedicated focus on streamlining quoting processes and leading educational initiatives to reinforce channel best practices.
• Offer comprehensive support and coverage for Enterprise Quoting as required, ensuring high-quality output.
• Engage proactively in the early stages of complex deal cycles to provide strategic advice to account executives on pricing strategies, deal construction, and the selection of appropriate contracting vehicles.
• Collaborate extensively with cross-functional departments, including Sales, Finance, Legal, and Supply Chain, to manage and resolve non-standard or intricate transactions.
• Partner closely with the Deal Desk Manager to develop and execute renewal strategies for historically complex accounts, ensuring long-term alignment with company objectives.
• Rigorously verify that all deals adhere to corporate compliance policies and are structured to support accurate, high-efficiency downstream processing.
• Facilitate and optimize Salesforce booking and fulfillment workflows by coordinating seamlessly with billing, order entry, and supply chain teams to reduce turnaround times.
• Administer, maintain, and regularly update the Deal Approval Matrix and channel documentation to ensure internal transparency.
• Identify and drive cross-functional process improvements, managing the documentation and communication of policy updates and standardized templates.
• Provide ongoing support to the Sales Operations team through ad-hoc projects, bug reporting, and the implementation of procedural enhancements.
• Maintain high availability and commitment for extended hours during critical end-of-quarter periods to ensure all pending deals are processed.
• Demonstrate a high degree of resourcefulness and self-sufficiency, executing complex tasks with both speed and technical precision.
• Serve as the designated team lead and point of contact in the absence of the Deal Desk Manager, providing leadership and guidance to the team.

Deal Desk Analyst

Support Engineer

• Handle Critical Escalations: Serve as the final tier of support for the most complex, high-priority, and technically demanding customer issues globally.
• Technical Leadership & Mentorship: Elevate the technical baseline of the entire support organization by mentoring junior and senior engineers, leading technical deep-dives, and conducting training sessions.
• Bridge Support and Engineering: Work with Engineering, QA, and Product teams to identify bugs, replicate edge-case issues, and advocate for product improvements based on customer impact.
• Knowledge Management: Author, review, and maintain high-quality internal and external documentation, knowledge base articles, and troubleshooting guides.
• Process & Strategy Optimization: Contribute to Technical Support team strategies, designing and implementing improved processes to enhance time-to-resolution and overall organizational efficiency.

Principal Support Engineer

Customer Success Manager

• Be the trusted partner for the customer on YubiKey deployment as it relates to business, operations, and distribution matters
• Drive retention, renewals, and growth among named customer accounts by understanding their business needs and helping them succeed in utilizing Yubico products and services
• Collaborate closely with Sales and Solutions Engineers to identify and execute on revenue expansion opportunities
• Enable successful roll-out of YubiKeys to customer employees, including the development of project plans, brainstorming ideas for communications, and tracking distribution to end users
• Maintain an ongoing cadence of communication with customers about their roll-out, adoption, and challenges throughout their customer journey
• Identify opportunities for customers to act as Yubico advocates (e.g. testimonials, case studies)
• Partner with internal Operations and Logistics teams to navigate global hardware deployment, custom requests, and supply chain timelines for enterprise clients
• Marshall resources across Yubico as needed to support customers requirements

Business Operations

• Salesforce development: Design and build solutions across Sales Cloud, Service Cloud, and Experience Cloud, using Apex, LWC, and Flows depending on what the problem requires.
• Stakeholder collaboration: Work directly with Sales and Marketing to understand business problems, challenge requirements, and turn ideas into maintainable, production-grade solutions.
• Integrations: Build and maintain integrations between Salesforce, NetSuite, and other systems using Celigo and REST/SOAP APIs, with Java or SuiteScript where custom logic is required.
• AI implementation: Identify and build AI-driven automations that reduce manual work and improve data quality across the business.
• NetSuite: Support data flow and business logic between CRM and ERP, with development as needed.
• Data and analytics: Collaborate with our data team on BigQuery and dbt to make sure business logic is accurately reflected in reporting.
• Tech health: Audit and reduce technical debt, converting legacy code to declarative solutions where practical.
• DevOps and documentation: Manage releases, version control (Git), and own the technical documentation for everything you build.