Global IHV Alliances Director (Remote)

Canonical Ltd.; Charlotte Amalie (United States Virgin Islands); Remote; USD 180,000 - 240,000; 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 Platform

Travel opportunities

Travel upgrades

Job summary

Canonical seeks an IHV Alliance Sales Director to lead global alliances across AMER, EMEA and APAC. Working remotely, you will cultivate senior relationships with IHVs, shape joint go-to-market plans and drive revenue through partnerships with major hardware and cloud players.

You will manage a team of BDMs, coordinate with marketing and product teams, and travel to foster in-person collaborations. You will champion open source ecosystems, negotiate complex contracts, and navigate large

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 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

Indirect sales

Negotiation

Ubuntu

Open source

Customer relationships

Leadership

Public speaking

Regional exp

Job description

Canonical seeks an IHV Alliance Sales Director to lead global alliances across AMER, EMEA and APAC. Working remotely, you will cultivate senior relationships with IHVs, shape joint go-to-market plans and drive revenue through partnerships with major hardware and cloud players.

You will manage a team of BDMs, coordinate with marketing and product teams, and travel to foster in-person collaborations. You will champion open source ecosystems, negotiate complex contracts, and navigate large