Key Sales Director Role:
Are you a seasoned sales professional with experience in strategic partnerships and alliance management?
* This is an exciting opportunity to join our team as an IHV Alliance Sales Director, leading the development and maintenance of strong relationships with senior executives at strategic partner organizations.
Job Description:
We are seeking a highly motivated and experienced IHV Alliance Sales Director to lead our strategic partnerships team in the EMEA or APAC regions.
* Lead IHV alliances in the EMEA or APAC regions.
* Develop and maintain strong relationships with senior executives at strategic partner organizations.
* Collaborate with IHV and Canonical teams to drive business growth and expansion.
Responsibilities:
* Build trusted relationships with IHV partners.
* Grow 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.
* 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.
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.
What We Offer:
* Competitive compensation and 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.
* 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.
* Priority Pass and travel upgrades for long-haul company events.