Canonical
Overview
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Partner Sales Director - IHV Alliances
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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 cloud, data science, AI, engineering innovation, and IoT initiatives. We operate globally with 1200+ colleagues in 75+ countries and many roles that are not office-based. Teams meet two to four times yearly in person to align on strategy and execution. The IHV Alliance Sales Director will lead IHV Alliances in the EMEA or APAC regions, reporting to the Head of IHV Alliances. The role involves building and maintaining relationships with senior executives at strategic partner organizations, guiding joint business objectives, and driving revenue growth and market expansion. Location: Remote in EMEA or APAC regions. Responsibilities
Build strategic relationships with IHV partners at all levels Grow awareness of open source capabilities on Canonical Ubuntu Demonstrate deep understanding of the Linux and cloud software ecosystem Negotiate contracts and commercial terms Understand and navigate large and complex organizations Lead partnerships in APAC with Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus, and others Lead partnerships in EMEA with Ericsson, Nokia, Bull, Siemens Lead partnerships in the Americas with Dell, HPE, IBM, Supermicro Collaborate with marketing, sales engineering, and product management Deliver on targets and provide a voice of the partner Lead executive interlocks between IHV and Canonical leadership Travel regularly to drive partnerships in person Qualifications
Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, and results-driven Ability to capture customer requirements, identify gaps, 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 What we offer
Distributed work environment with two annual 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 About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, we enable the AI, IoT, and cloud ecosystem. We recruit on a global basis and set high standards for joining the company. Most colleagues work remotely; joining Canonical is a chance to think differently and grow professionally. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. Seniorities and job type
Director Full-time Job function: Sales and Business Development Industries: Software Development
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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 cloud, data science, AI, engineering innovation, and IoT initiatives. We operate globally with 1200+ colleagues in 75+ countries and many roles that are not office-based. Teams meet two to four times yearly in person to align on strategy and execution. The IHV Alliance Sales Director will lead IHV Alliances in the EMEA or APAC regions, reporting to the Head of IHV Alliances. The role involves building and maintaining relationships with senior executives at strategic partner organizations, guiding joint business objectives, and driving revenue growth and market expansion. Location: Remote in EMEA or APAC regions. Responsibilities
Build strategic relationships with IHV partners at all levels Grow awareness of open source capabilities on Canonical Ubuntu Demonstrate deep understanding of the Linux and cloud software ecosystem Negotiate contracts and commercial terms Understand and navigate large and complex organizations Lead partnerships in APAC with Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus, and others Lead partnerships in EMEA with Ericsson, Nokia, Bull, Siemens Lead partnerships in the Americas with Dell, HPE, IBM, Supermicro Collaborate with marketing, sales engineering, and product management Deliver on targets and provide a voice of the partner Lead executive interlocks between IHV and Canonical leadership Travel regularly to drive partnerships in person Qualifications
Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, and results-driven Ability to capture customer requirements, identify gaps, 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 What we offer
Distributed work environment with two annual 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 About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, we enable the AI, IoT, and cloud ecosystem. We recruit on a global basis and set high standards for joining the company. Most colleagues work remotely; joining Canonical is a chance to think differently and grow professionally. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. Seniorities and job type
Director Full-time Job function: Sales and Business Development Industries: Software Development
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