Global IHV Alliances Director – Sales

Canonical Ltd.; Województwo mazowieckie; Remote; PLN 900,000 - 1,300,000; Full time

Benefits offered by this job

Distributed work environment

Learning & development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Parental leave

Wellness program

Travel opportunities

Job summary

Canonical Ltd. is seeking an experienced IHV Alliance Sales Director to lead global alliances across AMER, EMEA or APAC. This role reports to the Head of IHV Alliances and focuses on building senior-level partnerships, driving revenue growth, and shaping go-to-market strategies with IHVs.

You will manage a team of Business Development Managers, negotiate contracts, and lead executive engagements, with remote work across regions and frequent travel to partner sites and events.

Qualifications

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on with a #get-it-done mentality.
• Ability to capture customer requirements, evaluate gaps, 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.
• Understand Linux and cloud software ecosystems deeply.
• Negotiate contracts and commercial terms.
• Lead partnerships across APAC/EMEA/AMER regions with major vendors.
• Travel regularly to drive partnerships in person.
• Coordinate with marketing, sales engineering and product management.
• Lead executive interlocks between IHV and Canonical leadership.

Skills

Alliance sales

Indirect sales

Customer requirements

Ubuntu passion

High-pressure env

Linux and cloud tech

Communication skills

Job description

Canonical Ltd. is seeking an experienced IHV Alliance Sales Director to lead global alliances across AMER, EMEA or APAC. This role reports to the Head of IHV Alliances and focuses on building senior-level partnerships, driving revenue growth, and shaping go-to-market strategies with IHVs.

You will manage a team of Business Development Managers, negotiate contracts, and lead executive engagements, with remote work across regions and frequent travel to partner sites and events.