IHV Alliance Sales Director (Remote, AMER/EMEA/APAC)

About the role

Canonical, the company behind Ubuntu, is looking for an experienced IHV Alliance Sales Director to lead its strategic partnerships team globally, in the AMER, EMEA or APAC region. Reporting to the Head of IHV Alliances, the role works closely with IHV and Canonical teams to build strong relationships with senior executives at partner organisations and to grow revenue and market share.

Key responsibilities

• Manage and grow a team of Business Development Managers, helping them identify and pursue new business with IHVs
• Develop and execute go-to-market strategies for joint offerings and oversee alliance management, including contract negotiations, performance tracking and issue resolution
• Negotiate contracts and commercial terms, and lead partnerships with named companies in each region (e.g. Lenovo, Huawei, Dell, HPE, IBM, Ericsson, Nokia)
• Run customer workshops, attend sales events, give public presentations and lead executive engagements
• Work with marketing, sales engineering and product management, deliver on targets and act as the partner's voice
• Travel regularly, sometimes internationally, to drive partnerships in person

Required profile

• Experience in alliance or indirect sales management roles
• Deep understanding of the Linux and cloud software ecosystem, and of large, complex organisations
• Excellent communication and presentation skills
• Comfortable in fast-paced, high-pressure environments with measurable goals

Required skills

• Linux, virtualization, containers and other cloud technologies
• Ability to capture customer requirements, evaluate gaps and create opportunities

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year and annual compensation review
• Performance-driven annual bonus or commission, recognition rewards and annual holiday leave
• Maternity and paternity leave, Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events