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Partner Sales Director - IHV Alliances

Partner Sales Director - IHV Alliances

CanonicalSan Jose, CA, United States
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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. The company is founder-led, profitable, and growing, with a global team and remote-first culture. This role is remote-based in the EMEA or APAC regions and focuses on leading IHV Alliances within those geographies.

As an IHV Alliance Sales Director you will report to the Head of IHV Alliances and work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations, driving collaboration on joint business objectives.

Location : This role will be based remotely 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 a deep understanding of the Linux and cloud software ecosystem
  • Negotiate contracts and commercial terms
  • Demonstrate an understanding of large and complex organizations
  • Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus
  • 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 and objectives; 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, and results-driven
  • Ability to capture customer requirements, evaluate gaps, identify and create opportunities
  • Passionate about Ubuntu products and mission
  • Comfortable in fast-paced environments with measurable goals
  • Experience with Linux, virtualization, containers, and other cloud technologies
  • Excellent communication and presentation skills

    • What we offer

    We offer a globally competitive compensation approach with annual reviews and performance-driven bonus or commission. We provide benefits that reflect our values and support a distributed, remote-first work environment.

  • Distributed work environment with twice-yearly in-person team sprints
  • 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 pioneer in open source. As the publisher of Ubuntu, we operate globally and recruit on a global basis. We maintain high standards for new hires and support a flexible, remote-friendly work environment. Canonical is an equal opportunity employer. We value diversity and provide fair consideration to all applicants.

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    Director Partner Sales • San Jose, CA, United States

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