Remote Global IHV Alliance Sales Director

Canonical Ltd.; Tandil; Remote; ARS 278,173,000 - 370,897,000; Full time

Benefits offered by this job

Team sprints in person

Learning budget USD 2k

Compensation review

Recognition rewards

Holiday leave

Maternity/paternity leave

Wellness program

Travel opportunities

Travel upgrades

Job summary

Canonical is seeking an experienced IHV Alliance Sales Director to lead global alliances with IHVs across AMER, EMEA and APAC from a remote location. Reporting to Head of IHV Alliances, you will build senior-level relationships, shape go-to-market plans and drive revenue growth.

You will manage a team of Business Development Managers, negotiate contracts, and shepherd cross-functional collaboration with marketing, sales engineering and product teams. Frequent travel is expected.

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 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 understanding of Linux and cloud software ecosystem
• Negotiate contracts and commercial terms
• Lead partnerships across regions (APAC/EMEA/Americas)
• Lead partnerships in APAC with Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus
• Lead partnerships in EMEA with Ericsson, Nokia, Bull, Siemens
• Lead partnerships in the Americas with Dell, HPE, IBM, Supermicro
• Work closely with marketing, sales engineering and product management
• Deliver on targets and provide a voice of the partner
• Lead executive interlocks between IHV and Canonical leadership
• Travel regularly - sometimes internationally - to drive partnerships in person

Skills

Alliance sales

Indirect sales

Requirements gathering

Ubuntu ecosystem

Linux & cloud tech

Communication skills

Job description

Canonical is seeking an experienced IHV Alliance Sales Director to lead global alliances with IHVs across AMER, EMEA and APAC from a remote location. Reporting to Head of IHV Alliances, you will build senior-level relationships, shape go-to-market plans and drive revenue growth.

You will manage a team of Business Development Managers, negotiate contracts, and shepherd cross-functional collaboration with marketing, sales engineering and product teams. Frequent travel is expected.