Partner Sales Director - IHV Alliances

Partner Sales Director – IHV Alliances

Senior alliance leadership role focused on building and scaling strategic partnerships with Independent Hardware Vendors (IHVs) across global markets. The role involves developing and executing joint go‑to‑market strategies that expand adoption of open‑source enterprise technologies within complex hardware ecosystems. It blends strategic relationship management with commercial execution, requiring strong engagement with senior executives at leading OEM and infrastructure companies. Outgoing revenue growth through indirect sales channels and strengthening long‑term alliance value and technical collaboration are core responsibilities.

The position operates in a highly distributed, global environment, coordinating cross‑functional teams (engineering, product, marketing, and sales) to align partner priorities with business objectives, directly influencing market expansion and enterprise‑scale deployments across cloud, AI, and infrastructure domains.

• Develop and manage strategic relationships with IHV partners at executive and operational levels, building long‑term alignment and collaboration on joint business objectives.
• Lead the execution of alliance‑driven go‑to‑market strategies, driving indirect revenue growth through OEMs, hardware partners, and ecosystem channels.
• Negotiate commercial agreements, contracts, and partnership terms while ensuring alignment with strategic and financial objectives.
• Coordinate cross‑functional teams (sales engineering, product, marketing, and engineering) to support partner initiatives and solution delivery.
• Drive expansion of open‑source technology adoption across partner ecosystems, increasing awareness and commercial uptake of enterprise solutions.
• Represent the organization in executive‑level engagements, industry events, workshops, and partner‑facing presentations.
• Provide structured feedback from partners into internal teams to influence product direction and strategic decision‑making.

• Proven experience in alliance management, partner sales, or indirect sales leadership within enterprise technology, ideally in infrastructure, cloud, or open‑source ecosystems.
• Strong background working with hardware OEMs or large enterprise technology partners in global markets.
• Demonstrated ability to build and grow complex partner relationships, including C‑level engagement and executive alignment.
• Solid understanding of Linux, cloud computing, virtualization, containers, and modern enterprise infrastructure ecosystems.
• Strong commercial acumen with experience negotiating contracts, managing revenue targets, and driving partner‑led growth.
• Excellent communication, presentation, and influencing skills across technical and executive audiences.
• Self‑driven, highly autonomous, and comfortable operating in fast‑paced, distributed, and performance‑oriented environments.
• Passion for open‑source technologies and ability to articulate their value within enterprise and hardware contexts.

• Fully remote work model with global collaboration and flexibility.
• Competitive compensation package including performance‑based bonus or commission structure.
• Annual learning and development budget to support continuous skill growth.
• Regular compensation reviews to ensure market alignment and recognition of performance.
• Paid annual leave, parental leave, and wellness support programs.
• Opportunities for international travel to meet partners and attend global team events.
• Access to distributed team gatherings and in‑person strategic alignment sessions held in various global locations.
• Strong emphasis on autonomy, ownership, and low‑bureaucracy working culture.

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