Mark Novosel

About Mark Novosel

I’m a top-performing, award-winning sales leader with an extensive portfolio of success driving strategic sales efforts across regions, key accounts, and industries for technology giants: Yubico, Xerox, Dell EMC, and IBM.I specialize in developing and growing strategic accounts, closing high-value deals, and leading cross-functional teams to execute complex sales solutions that combine hardware, software, people, and processes. As a sales leader, I leverage my polished presentation and sharp negotiation skills along with my deep experience selling to Fortune 100 clients, focused on enabling organizations to achieve transformational business outcomes: Developed Yubico’s 2 largest strategic accounts, Microsoft and Amazon, sold $80M+ in YubiKeys, and closed record deals including a $25M largest outright purchase/perpetual licensing deal, and $26M+ subscription/YaaS agreement. Grew Boeing and Northrop Grumman revenue at Xerox from $16.7M to $33.6M (+197%) and led record-setting $85M managed services contract and $67M Plot & Engineering Distribution Services contract, earning multiple President’s Club Awards. Quarterbacked $100M+ pursuits at IBM, leading complex teams on Detroit cloud/application re-platforming renewal and Torino autonomous car development, integrating multi-partner cloud and data analytics solutions. Attained top sales performance at Dell EMC and Xerox, consistently exceeding quotas and earning recognition as #1 Top Sales Rep in multiple regions. Built and mentored high-performing teams, establishing scalable processes for account management, pipeline development, and solution selling.I am passionate about partnering with companies to unlock growth, maximize revenue, and create lasting client relationships. My approach combines strategic vision with hands-on execution, ensuring every deal contributes to long-term success:Bachelor of Science in Business Administration, Marketing Lean Six Sigma Black Belt Let\'s connect. I\'m always open to expanding my professional network.

Experience

1. Director, Strategic Accounts - Amazon & Microsoft

   Yubico

   Aug 2019 — Present · Bellevue, WA, US

   In my current role, I drive sales for Yubico, the B2B SaaS and industry-leading provider of hardware security tokens for phishing-resistant MFA, managing strategic accounts with Microsoft, Amazon, and 60 other accounts: Sold $80M+ in YubiKeys over 6-year tenure, representing nearly 10% of total company revenue. Developed Yubico’s 2 largest strategic accounts, which fueled Yubico’s evolution from startup to established company. Ranked as #1 sales leader companywide for 3 consecutive years by selling 2M+ YubiKeys. Grew Amazon revenue 7X between 2019 and 2023, and generated $40M+ in revenue. Increased Microsoft revenue from <$1M in 2019 to $12M+ in 2025. Contributed 25% of North America’s total sales revenue while outperforming Yubico’s e-commerce store in 2022. Closed Yubico’s largest outright purchase deal in company history at $25M in 2022. Signed Yubico’s largest subscription/YaaS deal: 6-year agreement valued at $26M+ in

Education

• Colorado State University

  Bachelor of Science, Business Administration, Major: Marketing Minor: Psychology

  1986 — 1990

Skills

• Portfolio Management
• Contract Negotiation
• Selling
• Technology & Services Sales
• Outsourcing
• Account Management
• Solution Selling
• Regional Sales Management
• Sales Process
• Cross-Functional Team Leadership
• Strategic Partnerships
• P&L Management
• Customer Relationship Management (Crm)
• Strategy
• Key Account Development
• Customer Retention
• Sales Management
• Performance Management
• Crm
• Sales Pipelines
• New Business Development
• Direct Sales
• C-Level Relationships
• Sales Presentation
• Management
• Strategic Account Management
• Sales
• Strategic Planning
• Business Development
• Sales Cycle Management
• Contract Negotiations
• Global Sales Leadership
• Program Management
• Proposal Development