Posted today · be early
Partner Sales Director - IHV Alliances
Canonical
WorldwideremotePosted today
Skill Required
Alliance-ManagementChannel-SalesPartnerships-ManagerSales-ManagementStrategic-PartnershipsPartner-Sales-DirectorPartnership-Sales-DirectorDirector-Of-Partner-SalesISV-Partnership-DirectorPartner-Alliances-DirectorPartner-Business-Development-DirectorVMwareEngineeringbuildingLinuxCloudandGoAIFulltime
Key highlights
- Performance‑driven annual bonus or commission plus annual compensation review.
- Requires alliance or indirect sales management experience and deep Linux/cloud technology knowledge.
- $2,000 personal learning and development budget per year.
- Remote work based in EMEA or APAC with regular international travel.
- Leads partnerships with major hardware vendors such as Lenovo, Huawei, Ericsson, Nokia, Dell, and IBM.
- Distributed work environment with twice‑yearly in‑person team sprints.
Role overview
Canonical, the company behind Ubuntu, is seeking a highly motivated and experienced IHV Alliance Sales Director to join its strategic partnerships team. Reporting to the Head of IHV Alliances, the Director will lead IHV alliances across EMEA or APAC, building strong executive relationships, driving revenue growth, and executing go‑to‑market strategies for joint offerings while managing a team of Business Development Managers.
Responsibilities
- Lead IHV Alliances in the EMEA or APAC regions and work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations.
- Build strategic relationships with IHV partners at all levels.
- Grow partner 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 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.
- Manage and grow a team of Business Development Managers.
- Identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion.
- Develop and execute go‑to‑market strategies for joint offerings.
- Oversee day‑to‑day management of alliances including contract negotiations, performance tracking, and issue resolution.
- Build trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO.
- Run customer workshops focused on particular initiatives at customers.
- Attend sales events, give public presentations and lead executive engagements.
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.
- Passionate about Ubuntu products and mission.
- 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.
Benefits
- Geographical location, experience, and performance considered in shaping compensation worldwide.
- Annual compensation review.
- 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.
- 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
- Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets.
- Ubuntu is used in public cloud, data science, AI, engineering innovation, and IoT.
- Customers include world‑leading public cloud and silicon providers and industry leaders in many sectors.
- Company is founder‑led, profitable, and growing.
- Canonical operates with a globally distributed workforce of 1,200+ colleagues in 75+ countries, with very few office‑based roles.
- Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
- About Canonical: pioneering tech firm at the forefront of the global move to open source, publishing Ubuntu, a key platform for AI, IoT, and cloud.
- Canonical is an equal opportunity employer and fosters a workplace free from discrimination.
- Originally posted on Himalayas.