Global IHV Alliances Sales Director

Canonical Ltd.; Zürich; Remote; CHF 148,000 - 231,000; Full time

Benefits offered by this job

Distributed work environment

Learning budget USD 2,000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Team Member Assistance Program & 5

Travel opportunities and events

Job summary

Canonical is seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances globally (AMER, EMEA or APAC) from a remote location. Reporting to the Head of IHV Alliances, you will build relationships with senior executives and drive joint business objectives.

You will manage a team of Business Development Managers, shape go-to-market strategies, negotiate contracts, and track performance across regions.

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 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 key vendors (e.g., 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 management

Autonomous

Customer requirements capture

Ubuntu passion

Work under pressure

Linux/virtualization/containers

Communication/presentation

Job description

Canonical is seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances globally (AMER, EMEA or APAC) from a remote location. Reporting to the Head of IHV Alliances, you will build relationships with senior executives and drive joint business objectives.

You will manage a team of Business Development Managers, shape go-to-market strategies, negotiate contracts, and track performance across regions.