Director, Strategic Alliances

Meet Yubico: the creator of the most secure passkeys and leading provider of hardware authentication security keys. 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 is public on Nasdaq Stockholm Main Market: 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. Our global customer base includes organizations of varying sizes, from large corporations such as Google, Amazon, Microsoft and Hyatt, to companies like Dyson. 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 workplace where everyone feels like they belong. In support of this, our employees have created some pretty cool Employee Resource Groups that foster inclusion, help build community and connection across Yubico. 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. Check out our Life at Yubico Page on LinkedIn and our awards here.

Director, Global System Integrators: Key Responsibilities

This is a critical, high-profile new role reporting directly to the SVP of Business Development. The primary responsibility is to build, launch, and scale Yubico's strategic relationships with top Global System Integrators (GSIs), including organizations like IBM, Deloitte, EY, Accenture, as well as other significant consulting and systems integration partners.  

Core Mission and Impact:

The core mission is to establish a new, influential GSI partner motion that will directly shape Yubico's overall go-to-market strategy. This role will drive joint initiatives to achieve the following:

• Unlock incremental revenue
• Expand Yubico's footprint within large-scale digital transformation programs.
• Significantly elevate Yubico’s presence in the enterprise identity and access ecosystem.

Leadership and Collaboration:

As a key leader within the Business Development team, you will ensure our joint GTM strategy with GSIs is consistent, repeatable, and impactful. This requires close collaboration with Sales Leadership, Sales Engineering (SE), and Marketing teams. You will also work with the Business Development team and the strategic alliance ecosystem to build and communicate the value of joint offerings to our respective sales teams.

Key Responsibilities: 

You will be responsible for developing and expanding Yubico's partnerships with core Global System Integrators (GSIs). Your role is central to driving co-sell opportunities and strategic account growth.

Core Functions:

• Relationship Management & Alignment:
• Cultivate and manage field relationships with 2–3 core GSIs, ensuring strong executive alignment and practice integration.
• Drive tight field alignment between Yubico's sales organization and GSI account teams to maximize co-sell potential and expand into strategic accounts.
• Strategy & Planning:
• Partner with the SVP and the Business Development team to formulate joint business plans for each GSI.
• Establish clear, measurable targets for both sourced and influenced pipeline within these plans.
• Provide internal feedback and insights to represent the GSIs, actively shaping Yubico’s System Integrator strategy and go-to-market motion.
• Enablement & Integration:
• Integrate Yubico solutions into GSI service offerings, go-to-market plays, and transformation programs.
• Enable GSI technical and sales teams through collaboration with Yubico’s BD and Sales Engineering (SE) organizations, delivering comprehensive training, certifications, and precise solution positioning.
• Cross-Functional Collaboration:
• Work cross-functionally with Sales, Marketing, and Product teams to support efficient deal execution, joint partner marketing, and ensure long-term alliance success.

Preferred Skills & Experience:

• GSI Partnership Expertise: 5–7+ years of dedicated experience managing strategic partnerships with Global System Integrators (GSIs) such as IBM, Deloitte, EY, Accenture, NTT, and Capgemini.
• Established GSI Relationships: Existing credibility and relationships within at least one major GSI, with a preference for IBM, Deloitte, EY or Accenture.
• Strategic & Operational Acumen: A strategic mindset balanced with strong operational discipline, ensuring alignment between long-term alliance growth and immediate sales execution.
• Co-Selling Dynamics: Strong understanding of enterprise sales cycles, the role of services-led transformation projects, and effective co-selling motions.
• Pipeline Management: Proven ability to run pipeline reviews effectively with both GSI partners and internal Yubico stakeholders to drive revenue opportunities for Yubico's sales teams.
• Alliance Scaling: Demonstrated experience in building or significantly scaling a GSI motion, rather than simply maintaining an existing one.
• Organizational Navigation: Skilled at navigating complex partner and internal organizations, building multi-level relationships, and driving alignment across sales, delivery, and technical teams.
• Cross-Functional Collaboration: Comfortable working cross-functionally with technical, sales, and marketing teams, with strong project and stakeholder management skills.

Growth Mindset: A bias for action, thriving in a fast-moving, high-growth environment where playbooks and processes are frequently being created and refined

Our U. S. benefits are designed for your overall well-being:

Health coverage. We’ve got you covered with top of the line health plans, including dental and vision. We pay 100% of your premium and 85% for your family.

Retirement plan. Our retirement plan includes a 401K dollar per dollar match up to 6% with a cap of $6K/year. Immediate vesting.

Wellness reimbursement. We offer $1,200.00 in wellness earnings (prorated based on start date) that you can use on your gym membership, a massage, or your favorite online fitness classes. This is a taxable benefit if you choose to participate.

Learning and development. We encourage your professional growth and offer a yearly development stipend of $3,000 and mentorship program. 

Time off. We offer a total of 15 vacation days plus 10 holidays, and 7 sick days a year.

Paid parental leave. We love welcoming new family members to our YubiTeam! All parents receive 8 weeks of paid leave. Birthing parents receive an additional 8 weeks of paid leave (16 weeks total). 

Commuter Benefits. If you need to commute to the office, we offer commuter benefits. 

Strong mission & company values. We’re a global team on a global mission to make the internet more secure for everyone. We believe that every person’s work matters. That you should always be nice, stay humble, and have fun, and never take yourself too seriously.

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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 or expression, age, marital status, religion, national origin, disability, protected Veteran status or any other characteristic protected by law. We'd love to learn about what you can add to our diverse team. We are an E-Verify Participating Employer.

Yubico does not accept agency resumes or referrals so please do not send them to our careers staff or employees. Yubico is not responsible for any fees related to unsolicited resumes or referrals.

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