PpCanonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. /p pThe company is founder-led, profitable, and growing. /p pWe are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IHV Alliance Sales Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution. /p pLocation: This role will be based remotely in EMEA or APAC regions. /p h3As an IHV Alliance Sales Director you will: /h3 ul liBuild strategic relationships with IHV partners at all levels /li liGrow their awareness of open source capabilities on Canonical Ubuntu /li liDemonstrate a deep understanding of the Linux and cloud software ecosystem /li liNegotiate contracts and commercial business terms /li liDemonstrate a deep understanding of large and complex organizations /li liLead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc. /li liLead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens /li liLead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro /li liWork closely with marketing, sales engineering and product management /li liDeliver on targets, objectives and provide a voice of the partner /li liLead executive interlocks between IHV and Canonical leadership /li liTravel regularly - sometimes internationally - to drive partnerships in person /li /ul h3Valued skills and experience /h3 ul liExperience in alliance or indirect sales management roles /li liAutonomous, disciplined, hands-on, get-it-done mentality /li liAbility to capture customer requirements, evaluate gaps, identify and create opportunities /li liPassionate about Ubuntu products and mission /li liComfortable in fast-paced and high pressure environments with measurable goals /li liExperience with Linux, virtualization, containers, and other cloud technologies. /li liExcellent communication and presentation skills /li /ul h3What we offer colleagues /h3 ul liDistributed work environment with twice-yearly team sprints in person /li liPersonal learning and development budget of USD 2,000 per year /li liAnnual compensation review /li liRecognition rewards /li liAnnual holiday leave /li liMaternity and paternity leave /li liTeam Member Assistance Program Wellness Platform /li liOpportunity to travel to new locations to meet colleagues /li liPriority Pass and travel upgrades for long-haul company events /li /ul h3About Canonical /h3 pCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. /p h3Canonical is an equal opportunity employer /h3 pWe are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. /p /p #J-18808-Ljbffr