Partner Sales Director - IHV Alliances

Overview

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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives across public cloud, data science, AI, engineering innovation, and IoT. We have 1200+ colleagues in 75+ countries with few office-based roles and operate with distributed collaboration. The role is remote-based in the EMEA or APAC regions and reports to the Head of IHV Alliances.

As an IHV Alliance Sales Director you will lead IHV Alliances in the EMEA or APAC regions, working closely with IHV and Canonical teams to develop and maintain relationships with senior executives at strategic partner organizations, drive revenue growth and market expansion, and oversee day-to-day alliance management and performance tracking.

• Build strategic relationships with IHV partners at all levels
• Grow awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Negotiate contracts and commercial business terms
• Demonstrate a deep understanding of large and complex organizations
• Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus
• Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
• Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
• Work closely with marketing, sales engineering and product management
• Deliver on targets and objectives and provide a voice of the partner
• Lead executive interlocks between IHV and Canonical leadership
• Travel regularly to drive partnerships in person

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies
• Excellent communication and presentation skills

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Travel upgrades for long-haul company events

Canonical is a pioneering tech firm at the forefront of open source. As the publisher of Ubuntu, we are at the core of the global move to open source, AI, IoT, and cloud. We recruit on a global basis and expect excellence. Most colleagues have worked from home since 2004. Working here challenges you to think differently, work smarter, and raise your game.

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. We will give every applicant fair consideration, regardless of identity.

• Director

• Full-time

• Sales and Business Development
• Industries:
  Software Development