Partner Sales Director - IHV Alliances

Unspecified; Rio de Janeiro; Teletrabalho; BRL 642.000 - 857.000; Tempo integral

Resumo da oferta

A leading open-source software provider seeks a Partner Sales Director to lead IHV Alliances and drive revenue growth globally. The candidate will manage partnerships with industry leaders, build strategic relationships, and oversee a team. With a strong knowledge of Linux and cloud technologies, the role offers a remote work environment with travel opportunities. Comprehensive benefits and a personal development budget are included.

Serviços

Personal learning and development budget

Annual performance-driven bonus

Comprehensive wellbeing programs

Qualificações

• Proven experience in alliance or indirect sales management.
• Strong ability to capture customer requirements and create opportunities.
• Experience with Linux, virtualization, containers, and other cloud technologies.

Responsabilidades

• Lead IHV Alliances reporting to the Head of IHV Alliances.
• Build and nurture strategic relationships with IHV partners.
• Manage and grow a team of Business Development Managers.

Conhecimentos

Alliance management

Customer requirement capture

Communication skills

Linux technologies knowledge

Cloud technology experience

Descrição da oferta de emprego

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 to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles. Teams meet two to four times yearly in interesting locations around the world to align on strategy and execution.

We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team. The role will be based remotely in EMEA or APAC regions and will involve leading IHV Alliances, building and maintaining strong relationships with senior executives at partner organizations, and driving revenue growth and market expansion for Canonical.

Responsibilities

• Lead IHV Alliances in EMEA or APAC regions, reporting to the Head of IHV Alliances
• Build and nurture strategic relationships with IHV partners at all levels, including engineering to CxO
• Manage and grow a team of Business Development Managers, guiding them to identify and pursue new business opportunities with IHVs
• Develop and execute go‑to‑market strategies for joint offerings, oversee day‑to‑day alliance management, contract negotiations, performance tracking, and issue resolution
• Demonstrate deep understanding of Linux, cloud software ecosystem, and large complex organizations
• Lead partnerships in APAC (e.g., Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus) and EMEA (e.g., Ericsson, Nokia, Bull, Siemens) and support initiatives in the Americas (e.g., Dell, HPE, IBM, Supermicro)
• Collaborate closely with marketing, sales engineering, and product management teams
• Deliver on targets, objectives, and provide a partner voice to Canonical leadership
• Lead executive interlocks between IHV and Canonical leadership
• Travel regularly—sometimes internationally—to drive partnerships in person

Skills & Experience

• Proven alliance or indirect sales management experience
• Autonomous, disciplined, hands‑on, get‑it‑done mentality
• Strong ability to capture customer requirements, evaluate gaps, and create opportunities
• Passion for Ubuntu products and mission
• Comfortable in fast‑paced, high‑pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies
• Excellent communication and presentation skills

Benefits

• Distributed work environment with twice‑yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review and performance‑driven bonus or commission
• Comprehensive wellbeing and wellness programs, including Team Member Assistance Program
• Annual holiday leave, maternity and paternity leave, and other statutory benefits
• Travel upgrades and Priority Pass for long‑haul company events
• Opportunity to travel to new locations and meet colleagues worldwide

Canonical is an equal opportunity employer. We foster a workplace free from discrimination and celebrate diversity of experience, perspective, and background. Whatever your identity, we will give your application fair consideration.