Partner Sales Director - IHV Alliances

Canonical
Anywhere
Workplace: RemoteFull timeFunction: SalesSkills: ["Communication","Presentation","Executive engagement","Autonomy","Problem-solving"]

Own and grow strategic OEM (IHV) alliance business across server, PC, and IoT device partners. Build trusted executive relationships, expand open-source awareness of Ubuntu capabilities, and drive revenue growth through go-to-market plans and partnership execution. Lead contract negotiations, performance tracking, and executive engagement while managing a team of Business Development Managers. Based remotely in EMEA or APAC with regular travel to drive alliances in person.

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Canonical
Canonical
4 years ago

Partner Sales Director - IHV Alliances

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Last checked: 10 hours agoStatus: Live

Job Summary

Own and grow strategic OEM (IHV) alliance business across server, PC, and IoT device partners. Build trusted executive relationships, expand open-source awareness of Ubuntu capabilities, and drive revenue growth through go-to-market plans and partnership execution. Lead contract negotiations, performance tracking, and executive engagement while managing a team of Business Development Managers. Based remotely in EMEA or APAC with regular travel to drive alliances in person.
Location: Anywhere
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Build and grow strategic IHV alliance relationships with senior executives worldwide.
  • •Develop and execute go-to-market strategies for joint offerings and deliver on targets.
  • •Manage alliance day-to-day activities including contract negotiations and performance tracking.
  • •Evangelise Ubuntu open source capabilities and lead business interactions from engineers to CxO.
  • •Lead partnerships in EMEA/APAC while partnering with marketing, sales engineering, and product management.
Travel: Medium travel

Pay and Benefits

Perks:Annual BonusLearning BudgetPaid LeaveParental Leave

Key Requirements

  • •Experience in alliance or indirect sales management roles.
  • •Deep understanding of the Linux and cloud software ecosystem.
  • •Strong contract negotiation and commercial business term experience.
  • •Experience identifying gaps and creating new opportunities from customer requirements.
  • •Excellent communication and presentation skills for executive engagements and workshops.
Experience:Open sourceLinuxCloudAlliances
Skills:CommunicationPresentationExecutive engagementAutonomyProblem-solving
Tech Stack:UbuntuLinuxCloudVirtualizationContainers

Company Brief

Canonical
Develops and maintains Ubuntu, a leading open-source Linux distribution, and provides cloud, IoT, and enterprise support, tooling, and services to enable deployment, management, and security of infrastructure and applications.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Bootstrapped
Headquarters: London, United Kingdom
Founded: 2004
WebsiteLinkedIn