Global IHV Alliance Sales Director - Remote

Canonical Ltd.; Dubai; Remote; AED 661,000 - 1,322,000; Full time

Benefits offered by this job

Team in-person sprints

Learning budget USD 2,000/year

Annual compensation review

Travel opportunities

Wellness program

Job summary

Canonical is seeking an experienced IHV Alliance Sales Director to lead worldwide alliances across AMER, EMEA and APAC. The role reports to the Head of IHV Alliances and scopes senior partner engagement, revenue growth and joint GTM execution for IHVs with Canonical Ubuntu.

You will manage a team of BDMs, drive opportunities, negotiate terms, and deliver executive-level partnership engagements while traveling as needed to advance collaborations.

Qualifications

• 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.

Responsibilities

• Build strategic relationships with IHV partners at all levels.
• Grow their 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.
• Demonstrate a deep understanding of large and complex organizations.
• 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.]
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Skills

Alliance sales

Autonomous

Customer requirements

Ubuntu passion

Fast-paced

Linux cloud tech

Communication skills

Job description

Canonical is seeking an experienced IHV Alliance Sales Director to lead worldwide alliances across AMER, EMEA and APAC. The role reports to the Head of IHV Alliances and scopes senior partner engagement, revenue growth and joint GTM execution for IHVs with Canonical Ubuntu.

You will manage a team of BDMs, drive opportunities, negotiate terms, and deliver executive-level partnership engagements while traveling as needed to advance collaborations.