OverviewCanonical is seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, you will work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations, foster collaboration on joint business objectives, and lead go-to-market initiatives. You will manage and grow a team of Business Development Managers to identify and pursue new opportunities with IHVs, drive revenue growth and market expansion, and oversee contract negotiations, performance tracking, and issue resolution. This role is based remotely in the EMEA or APAC regions.ResponsibilitiesBuild strategic relationships with IHV partners at all levelsGrow awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemNegotiate contracts and commercial termsUnderstand large and complex organizationsLead 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, SiemensLead partnerships in the Americas with companies like Dell, HPE, IBM, SupermicroWork closely with marketing, sales engineering and product managementDeliver on targets and objectives and provide the voice of the partnerLead executive interlocks between IHV and Canonical leadershipTravel regularly—sometimes internationally—to drive partnerships in personValued skills and experienceExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high-pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsWhat we offer colleaguesDistributed work environment with twice-yearly in-person team sprintsPersonal learning and development budget of USD 2,000 per yearAnnual compensation review; performance-driven bonus or commissionComprehensive benefits reflecting our valuesGeographic location and experience-based compensationAnnual holiday leave; maternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunities to travel to new locations to meet colleaguesAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.Equal OpportunityCanonical 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.
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