Global IHV Alliance Director (Remote)

Canonical Ltd.; Helsinki; Remote; EUR 161,000 - 215,000; Full time

Benefits offered by this job

Distributed work environment

Learning & development budget

Annual compensation review

Holiday leave

Maternity and paternity leave

Wellness platform

Travel opportunities

Job summary

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead global alliances from AMER, EMEA or APAC regions. Remote role coordinating with Canonical teams to drive revenue growth, GTM strategies, and executive alignment across IHVs.

You will manage a team of BDMs, negotiate contracts, and travel internationally to deepen partnerships. Strong cloud, Linux, and open source experience are essential.

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.
• Negotiate contracts and commercial terms.
• 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.
• Travel regularly to drive partnerships in person.

Skills

Alliance sales

Partner management

Executive engagement

Communication skills

Strategy development

Tools

Linux

Virtualization

Containers

Cloud technologies

Job description

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead global alliances from AMER, EMEA or APAC regions. Remote role coordinating with Canonical teams to drive revenue growth, GTM strategies, and executive alignment across IHVs.

You will manage a team of BDMs, negotiate contracts, and travel internationally to deepen partnerships. Strong cloud, Linux, and open source experience are essential.