Overview
Join to apply for the Partner Sales Director - IHV Alliances role at Canonical . 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 spanning public cloud, data science, AI, engineering innovation, and IoT. The company is founder-led, profitable, and growing. This role is remote in the EMEA or APAC regions, reporting to the Head of IHV Alliances.
The IHV Alliance Sales Director will lead IHV Alliances in the EMEA or APAC regions, working with IHV and Canonical teams to build strong relationships with senior executives at strategic partner organizations, drive revenue growth and market expansion, and develop go-to-market strategies for joint offerings. The role includes managing a team of Business Development Managers, contract negotiations, performance tracking, and issue resolution. The Director will run customer workshops, attend sales events, give public presentations, and lead executive engagements.
Responsibilities
- 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 terms
- Understand 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
- Collaborate with marketing, sales engineering and product management
- Deliver on targets and provide the voice of the partner
- Lead executive interlocks between IHV and Canonical leadership
- Travel regularly to drive partnerships in person
Valued skills and experience
- Experience in alliance or indirect sales management roles
- Autonomous, disciplined, hands-on, results-driven
- Ability to capture customer requirements, identify gaps, 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
What we offer
- Distributed work environment with twice-yearly in-person team sprints
- Personal learning and development budget of USD 2,000 per year
- Annual compensation review and performance-driven bonus/commission
- Additional benefits aligned with local needs and global equity
- Opportunity to travel to new locations to meet colleagues
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, Canonical contributes to AI, IoT, and cloud platforms. We recruit on a global basis and maintain high standards for new hires. Most colleagues have worked from home since our inception in 2004.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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