IHV Alliance Sales Director (Open Source) - Remote

Remote; San Francisco (CA); Remote; USD 170,000 - 210,000; Full time

Benefits offered by this job

Distributed work

Learning budget

Annual review

Recognition rewards

Holiday leave

Parental leave

Wellness program

Travel opportunities

Travel upgrades

Job summary

Canonical, a pioneer in open source and the publisher of Ubuntu, seeks an IHV Alliance Sales Director to oversee partner success globally. You will lead a team covering IHV alliances and drive engagement from engineers to CxO, shaping strategy and execution across APAC, EMEA, and the Americas.

You will build trusted partner relationships, negotiate terms, and evangelize Ubuntu solutions while traveling internationally to drive collaborations and co-innovation with major hardware partners.

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 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 Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
• Lead partnerships in EMEA with Ericsson, Nokia, Bull, Siemens.
• Lead partnerships in the Americas with 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

Autonomous

Requirements gathering

Ubuntu passion

High-pressure environments

Linux & cloud tech

Communication skills

Job description

Canonical, a pioneer in open source and the publisher of Ubuntu, seeks an IHV Alliance Sales Director to oversee partner success globally. You will lead a team covering IHV alliances and drive engagement from engineers to CxO, shaping strategy and execution across APAC, EMEA, and the Americas.

You will build trusted partner relationships, negotiate terms, and evangelize Ubuntu solutions while traveling internationally to drive collaborations and co-innovation with major hardware partners.