Partner Sales Director - IHV Alliances
Canonical
WorldwideremotePosted 1 month ago
Skill Required
Alliance-ManagementChannel-SalesPartnerships-ManagerSales-ManagementStrategic-PartnershipsPartner-Sales-DirectorPartnership-Sales-DirectorDirector-Of-Partner-SalesISV-Partnership-DirectorPartner-Alliances-DirectorPartner-Business-Development-DirectorVMwareEngineeringbuildingLinuxCloudandGoAIFulltime
Key highlights
- Compensation: Base pay plus performance-driven annual bonus or commission
- Experience Level: Experienced (Alliance or Indirect Sales Management)
- Key Benefit: USD 2,000 annual personal learning and development budget
- Notable Requirement: Deep understanding of Linux and cloud software ecosystem
- Location: Remote in EMEA or APAC
Role overview
Canonical is a leading provider of open source software and operating systems, notably Ubuntu, serving global enterprise and technology markets in areas such as public cloud, data science, AI, engineering innovation, and IoT. The company is founder-led, profitable, and growing, operating as a pioneer of global distributed collaboration with over 1200 colleagues across 75+ countries. We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team, responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, this role involves developing strong relationships with senior executives at strategic partner organizations, managing a team of Business Development Managers, and driving revenue growth and market expansion through joint go-to-market strategies.
Responsibilities
- Work closely with IHV and Canonical teams in EMEA or APAC geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives
- Manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs
- Drive revenue growth and market expansion
- Develop and execute go-to-market strategies for joint offerings
- Oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution
- Build trusted relationships with IHV partners
- Increase Canonical market share and attach rate
- Evangelise the partnership and lead all business interactions from engineer to CxO
- Run customer workshops focused on particular initiatives at that customer
- Attend sales events
- Give public presentations
- Lead executive engagements
- Build strategic relationships with IHV partners at all levels
- Grow their awareness of open source capabilities on Canonical Ubuntu
- Negotiate contracts and commercial business terms
- Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
- 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, objectives and provide a voice of the partner
- Lead executive interlocks between IHV and Canonical leadership
- Travel regularly - sometimes internationally - to drive partnerships in person
Requirements
- 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
- Comfortable in fast-paced and high pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Demonstrate a deep understanding of large and complex organizations
Nice to have
- Passionate about Ubuntu products and mission
Benefits
- Performance-driven annual bonus or commission
- 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
- Priority Pass and travel upgrades for long-haul company events
Additional details
- Location: This role will be based remotely in EMEA or APAC regions
- Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution
- We consider geographical location, experience, and performance in shaping compensation worldwide
- We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance
- Canonical is an equal opportunity employer
- Originally posted on Himalayas