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Enterprise Account Manager, Federal Civilian (Finance, Land and Transportation Accounts)

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 First North Growth Market Stockholm: 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 diverse, equitable, and inclusive 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:


Yubico has become the standard for strong authentication at scale in 9 of the top 10 technology firms and we are well on our way to doing the same across Public Sector enterprise accounts. 


Yubico is looking for a dynamic, experienced Federal Civilian Account Executive to join our expanding Federal /Public Sector sales team. This individual will work with our rapidly growing customer base and prospects to drive Yubico revenue and large agency utilization. We welcome a strong individual who has deep knowledge of the Federal enterprise market. 


Revenue booked is a critical measure, but this role is so much more. It's also about impacting the world and growing stronger Trust back into our digital world for customers, partners and their customers. 


Tasks & Responsibilities:
  • Develop and execute your strategic and tactical business plan to drive revenue and large scale adoption of YubiKeys within your territory
  • Own the revenue number (sell to and sell-through) for your area by: 
  • New customer/logo acquisition
  • Expand existing relationships and install base
  • Define and grow new strategic relationships 
  • Providing thought leadership to customers and, when available, at industry events
  • Develop local channel partners for re-sale of Yubico solutions
  • Develop strong champions who actively advocate for Yubico
  • Reporting to the VP of Public Sector Sales, as well as work directly with marketing and operations to drive scalable and efficient fulfillment
  • Coordinate with internal resources in a dynamically growing business to deliver an outstanding customer experience
  • When required work collaboratively with Solution Engineers to develop complex custom solutions
  • This position is an individual contributor and field sales role


Basic Qualifications:
  • Minimum 5+ years of experience in a similar role
  • Bachelor’s Degree, or relevant work experience
  • Preferably resides in Maryland, DC or Northern Virginia.
  • Experience selling into Federal Civilian accounts including, but not limited to, one or more of the following: 
  • U.S. Department of Transportation
  • U.S. Department of Labor
  • U.S. Department of the Interior
  • U.S. Department of Agriculture
  • U.S. Department of the Treasury
  • Securities and Exchange Commission
  • Federal Reserve Bank
  • Deep understanding and experience in selling technology to Federal enterprise customers
  • Understanding of cybersecurity concepts and marketplace; Identity, Credential & Access Management (ICAM) is a plus for this role - though not required
  • Track record of overachievement in selling, in both direct sales and through partners and FSI’s
  • Comfortable having both business and high-level technical conversations with a CTO, CIO or CISO
  • Knowledge of US Federal Government Identity requirements: FIPS-201, SP 800-63, OMB M-22-09, and Executive Order 14028 is a plus


$145,000 - $165,000 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 $145,000 to $165,000 plus $145,000 to $165,000 target compensation 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 the data for local cost of labor provided by the Economic Research Institute. Final compensation is also based on a number of factors including, but not limited to, job-related knowledge, skills, and experience.

#LI-Remote

#LI-LV1


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 provide you with $100 monthly reimbursement that you can use on your gym membership, a massage, or your favorite online fitness classes. 

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 members to our YubiFamily! You will have 8 weeks paid 100% so you can take care of your new family. 

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.


Personal data submitted through this form is used for managing Yubico’s recruitment activities, which include facilitating any application you make, setting up and conducting interviews and tests for applicants, evaluating and assessing results and selecting candidates, and as otherwise needed in our recruitment and onboarding processes. The use of your personal data may also be necessary prior to entering into a contract with you (that is prior to offering you a job with Yubico). Your personal data will only be used for the purposes for which it was collected and in accordance with the Yubico Privacy Notice. We only keep your personal data for as long as necessary and in compliance with Yubico’s record retention policies. If you have asked us to, we will keep you informed of other opportunities at Yubico. We do this in various ways, including email and by phone. If at any time you do not want us to contact 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. In this notice, when we refer to "Yubico", "us", "we" or "our", we mean the Yubico group company or companies that you apply to, or correspond with, and which are responsible for any personal data collected about you.  

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Average salary estimate

$155000 / YEARLY (est.)
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$145000K
$165000K

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What You Should Know About Enterprise Account Manager, Federal Civilian (Finance, Land and Transportation Accounts), Yubico

At Yubico, we are on a mission to make secure login easy and accessible for everyone, and we're looking for an ambitious Enterprise Account Manager for Federal Civilian to join our dynamic team! If you are passionate about security technology and have significant experience in the Federal enterprise market, we want to hear from you. In this remote position based in Washington, DC, your role will be pivotal in increasing Yubico’s presence in the public sector. You'll develop and execute business strategies to drive revenue and large-scale adoption of our trusted YubiKeys, working closely with key government agencies like the U.S. Department of Transportation and U.S. Department of Labor. Your experience in building lasting relationships and expanding existing accounts will be crucial as you work collaboratively with customers, channel partners, and internal teams. We value diversity and inclusiveness in our workplace, making sure every voice is heard and respected. Additionally, we offer flexible work options, a great benefits package, and plenty of opportunities for personal and professional growth. If you’re ready to make a real impact in the world of cybersecurity and help foster trust in the digital space, Yubico is the place for you!

Frequently Asked Questions (FAQs) for Enterprise Account Manager, Federal Civilian (Finance, Land and Transportation Accounts) Role at Yubico
What does an Enterprise Account Manager at Yubico do?

As an Enterprise Account Manager at Yubico, especially within the Federal Civilian sector, your primary responsibilities include developing strategic plans to drive revenue and promote the adoption of YubiKeys. You'll be engaging with key federal agencies and fostering relationships that enhance customer trust and security in the digital landscape.

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What qualifications are needed for the Enterprise Account Manager position at Yubico?

To become an Enterprise Account Manager at Yubico, candidates typically require a minimum of 5 years of experience in a similar role, ideally with a background in federal accounts and technology sales. A Bachelor's Degree or relevant work experience is preferred, along with a solid understanding of cybersecurity concepts.

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What is the work culture like at Yubico as an Enterprise Account Manager?

Yubico offers a vibrant and inclusive work culture where creativity and collaboration thrive. As an Enterprise Account Manager, you’ll be empowered to voice your ideas while working alongside a diverse team committed to making the internet more secure for everyone.

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Is remote work possible for the Enterprise Account Manager role at Yubico?

Yes, Yubico provides the flexibility to work remotely or in a hybrid model. Being an Enterprise Account Manager means you can find the best work-life balance that allows you to be productive and engaged, whether from home or in the office.

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What kind of benefits does Yubico offer to Enterprise Account Managers?

Yubico offers a comprehensive Total Rewards package, which includes health coverage, a competitive retirement plan, wellness reimbursement, professional development opportunities, generous time off, and paid parental leave, promoting a well-rounded approach to employee well-being.

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How can an Enterprise Account Manager impact Yubico's mission?

An Enterprise Account Manager has a direct influence on furthering Yubico's mission of secure login accessibility. By engaging federal agencies and expanding their utilization of YubiKeys, you help build trust and security, contributing to safer digital environments for all.

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What technologies will I work with as an Enterprise Account Manager at Yubico?

In this role, you’ll work extensively with Yubico’s advanced security products, including the YubiKey, which is a leading technology for strong authentication. You'll engage with federal stakeholders to understand their needs and provide tailored security solutions.

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Common Interview Questions for Enterprise Account Manager, Federal Civilian (Finance, Land and Transportation Accounts)
Can you explain your experience with federal enterprise sales?

When answering this question, highlight specific federal accounts you've worked with and detail your approach to understanding their unique needs. Discuss how your strategies led to revenue growth or improved relationships.

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What strategies do you use to develop new business in federal accounts?

Discuss a comprehensive approach that includes researching potential clients, networking within the federal space, and creating tailored solutions that align with the agency's objectives and challenges.

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How do you handle challenges in complex sales environments?

Share a specific example of a challenge you faced in a complex sale and detail your thought process, the actions you took, and the ultimate outcome, demonstrating your problem-solving skills.

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What do you know about Yubico's mission and products?

Research Yubico thoroughly, focusing on their innovative products like the YubiKey, and be prepared to discuss how their mission resonates with you personally and professionally, showcasing your alignment with their values.

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Describe your experience with channel partners and how you manage those relationships.

Explain your experience in cultivating relationships with channel partners, emphasizing the importance of collaboration for mutual success. Provide examples of successful partnerships you've developed.

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How do you ensure customer satisfaction in your sales process?

Talk about the importance of understanding customer needs, consistent communication during the sales process, and the follow-up support you provide to ensure they are satisfied and engaged with the solution provided.

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What knowledge do you have about cybersecurity regulations affecting federal agencies?

Demonstrate your knowledge of cybersecurity regulations, such as FIPS-201, OMB M-22-09, and how these impact federal procurement and security initiatives. Highlight your ability to navigate these regulations in your sales process.

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How do you develop your strategic business plans?

Discuss your method for researching market trends and customer insights to devise your strategic business plans. Explain how you set measurable goals and adjust your strategies based on performance.

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What are your methods for converting leads into customers?

Share specific tactics you employ to nurture leads, such as personalized outreach, providing value through insights and solution consultations, and maintaining ongoing relationships to facilitate conversion.

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Why do you think you would be a good fit for Yubico?

Link your previous experience, skills in federal sales, and personal passion for security technology to Yubico's mission and culture. Express your eagerness to contribute to their objective of enhancing digital security.

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Yubico's core mission is to make the internet more secure for everyone. We named our first product the YubiKey, with the vision of enabling your ubiquitous key to securely access any number of IT systems. In Japanese, the word “yubi” means “finge...

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DATE POSTED
November 27, 2024

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