Global IHV Alliances Director - Open Source Growth (Remote)

Canonical Ltd.; Kuwait City; Remote; KWD 56,000 - 87,000; Full time

Benefits offered by this job

Distributed team environment

Learning budget

Annual compensation review

Recognition rewards

Holiday leave

Maternity and paternity leave

Wellness platform

Travel to new locations

Travel upgrades

Job summary

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead partnerships globally across AMER, EMEA and APAC. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work with IHV and Canonical teams to build executive relationships, drive revenue growth, and mentor a team of Business Development Managers to identify and close joint opportunities.

You will champion Canonical Ubuntu and open-source strategies, negotiate complex contracts, and coordinate

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.

Tools

Linux

Virtualization

Containers

Cloud technologies

Job description

Canonical is seeking a highly motivated IHV Alliance Sales Director to lead partnerships globally across AMER, EMEA and APAC. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work with IHV and Canonical teams to build executive relationships, drive revenue growth, and mentor a team of Business Development Managers to identify and close joint opportunities.

You will champion Canonical Ubuntu and open-source strategies, negotiate complex contracts, and coordinate