Remote Global IHV Alliances Director

Canonical Ltd.; Hong Kong; Remote; HKD 1,500,000 - 2,300,000; 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

Wellness Program

Travel opportunities

Priority travel upgrades

Job summary

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead global partnerships across AMER, EMEA and APAC from a remote location. You will build strategic relationships, shape joint GTM programs and guide a team of Business Development Managers to drive revenue growth.

You will negotiate contracts, engage CxO level executives, and ensure alignment with marketing, product management and sales. This role is distributed, with regular travel and global impact.

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

Skills

Alliance sales management

Strategic partner relations

Executive stakeholder engagement

Go-to-market strategy

Team leadership

Communication skills

Negotiation skills

Tools

Linux

Virtualization

Containers

Cloud technologies

Job description

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead global partnerships across AMER, EMEA and APAC from a remote location. You will build strategic relationships, shape joint GTM programs and guide a team of Business Development Managers to drive revenue growth.

You will negotiate contracts, engage CxO level executives, and ensure alignment with marketing, product management and sales. This role is distributed, with regular travel and global impact.