Global IHV Alliance Sales Director

Canonical Ltd.; Amsterdam; Remote; EUR 180,000 - 240,000; Full time

Benefits offered by this job

Team sprints twice a year

Learning budget USD 2000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Wellness program

Travel to partner locations

Travel upgrades for events

Job summary

Canonical Ltd. is seeking a highly motivated IHV Alliance Sales Director to lead global alliances, spanning AMER, EMEA and APAC.

You will build senior-level relationships with IHVs, drive joint go-to-market, and manage a team of Business Development Managers while negotiating contracts and measuring performance. The role is remote, reporting to the Head of IHV Alliances, with travel to partner locations and frequent executive engagements.

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, 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 deep understanding of the Linux and cloud software ecosystem.
• Negotiate contracts and commercial terms.
• Lead partnerships in APAC with major companies.
• Lead partnerships in EMEA with major companies.
• Lead partnerships in the Americas with major companies.
• Work closely with marketing, sales engineering and product management.
• Deliver on targets and provide voice of the partner.
• Lead executive interlocks between IHV and Canonical leadership.
• Travel regularly to drive partnerships in person.

Skills

Alliance or indirect sales management

Autonomous, disciplined, hands-on

Capture customer requirements & create

Ubuntu passion

Work under pressure with measurable KP

Linux, virtualization, containers, and

Communication & presentation skills

Job description

Canonical Ltd. is seeking a highly motivated IHV Alliance Sales Director to lead global alliances, spanning AMER, EMEA and APAC.

You will build senior-level relationships with IHVs, drive joint go-to-market, and manage a team of Business Development Managers while negotiating contracts and measuring performance. The role is remote, reporting to the Head of IHV Alliances, with travel to partner locations and frequent executive engagements.