Partner Sales Director - IHV Alliances

Canonical Group Ltd; México; A distancia; MXN 1,839,000 - 2,208,000; Jornada completa

Descripción de la vacante

A leading technology firm is seeking an experienced IHV Alliance Sales Director to lead partnerships in the EMEA or APAC regions. The role involves building strategic relationships, leading initiatives for Canonical's products, and working closely with senior executives. Candidates should have experience in sales management, a passion for open source, and the ability to effectively communicate in dynamic environments. The position offers competitive benefits and the opportunity for international travel.

Servicios

Personal learning and development budget of USD 2,000 per year

Annual compensation review

Maternity and paternity leave

Team Member Assistance Program & Wellness Platform

Priority Pass and travel upgrades for company events

Formación

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.
• Comfortable in high-pressure environments.

Responsabilidades

• Build strategic relationships with IHV partners at all levels.
• Lead partnerships in APAC and EMEA with key companies.
• Deliver on targets and provide a voice for the partner.

Conocimientos

Alliance or indirect sales management experience

Customer requirement capturing and opportunity creation

Passion for Ubuntu products

Ability to work in fast-paced environments

Experience with Linux and cloud technologies

Excellent communication and presentation skills

Descripción del empleo

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.

We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives.

The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.

Key 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
• 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
• 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

Valued skills and experience

• Experience in alliance or indirect sales management roles
• 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

What we offer

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

Canonical is an equal opportunity employer.