Director - Microsoft Technology Alliance

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 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. 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. 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.

The Role:

The Director, Microsoft Technology Alliance is a senior leadership role responsible for developing and executing a global strategy to drive growth and success through our partnership with Microsoft. This individual will be the primary liaison between our organization and Microsoft, responsible for building and maintaining strong executive relationships, driving joint go-to-market (GTM) initiatives, and maximizing revenue through co-selling and partner programs. The ideal candidate is a strategic thinker with deep knowledge of the Microsoft ecosystem, a proven track record of building successful technology alliances, and the ability to lead cross-functional teams to achieve ambitious goals.

Tasks & Responsibilities:

• Strategic Alliance Management: Develop, manage, and execute a comprehensive global business plan for the Microsoft alliance. Define key objectives, performance metrics (KPIs), and financial targets for the partnership, including partner-sourced revenue, co-sell wins, and market penetration

• Executive Relationship Building: Cultivate and maintain strong, multi-level relationships with key stakeholders at Microsoft, from executive leadership to product, sales, and marketing teams. Serve as the primary point of contact and a trusted advisor

• Go-to-Market (GTM) & Co-Sell Execution: Lead the creation and execution of joint GTM strategies, including co-marketing campaigns, sales enablement programs, and lead-generation initiatives. Drive alignment between our field sales organization and Microsoft’s to generate a robust co-sell pipeline and accelerate deal closures

• Program & Solution Integration: Identify opportunities to build and promote integrated solutions that combine our products with Microsoft's technology stack (e.g., Microsoft Entra ID, Azure, Microsoft 365, and Surface). Manage our engagement with the Microsoft Partner Network, ensuring we maximize program benefits, incentives, and marketplace visibility

• Cross-Functional Leadership: Act as the internal champion for the Microsoft partnership. Collaborate closely with internal product, marketing, sales, and engineering teams to ensure strategic alignment and execution of alliance objectives. Provide regular updates on partnership status and performance to the executive team

• Market Intelligence: Serve as the subject matter expert on the Microsoft ecosystem. Stay current on Microsoft’s strategic direction, organizational changes, and product roadmap to identify new opportunities and potential challenges for the partnership

Basic Qualifications:

• Experience: 10+ years of experience in strategic alliances, business development, or channel sales within the enterprise software/SaaS industry. A minimum of 5-7 years of direct experience managing a technology alliance with Microsoft is strongly required

• Microsoft Ecosystem Expertise: Deep, demonstrable knowledge of Microsoft's organization, go-to-market strategies, partner programs, and key cloud platforms (Microsoft Entra ID, Azure, Microsoft 365, and Surface). Existing relationships with key Microsoft personnel are a significant plus

• Proven Track Record: Quantifiable success in building and scaling technology alliances, evidenced by achieving and exceeding revenue targets, pipeline generation goals, and other partnership KPIs

• Leadership & Influence: Exceptional ability to lead and influence cross-functional teams without direct authority. Must be able to articulate a clear vision and persuade stakeholders at all levels, both internally and externally

• Communication Skills: Outstanding verbal, written, and presentation skills, with the ability to engage effectively with senior executives

• Strategic & Analytical Thinking: Strong ability to translate high-level corporate goals into actionable partnership strategies and to use data to measure performance and guide decisions

• Education: Bachelor’s degree in Business, Marketing, or a related field. An MBA is preferred

$220,000 - $230,000 a year

Yubico offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work. This role has the annual salary range of $220,000 to $230,000 for a candidate located in the San Francisco Bay Area. For roles that are filled in other locations, the compensation range will be based on data provided by the Radford McLagan Compensation Database from Aon. Final compensation is also based on a number of factors including, but not limited to, job-related knowledge, skills, and experience.

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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.

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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