Canonical 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. The company is founder‐led, profitable, and growing. We 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.
The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.
Location: This role will be based remotely in EMEA or APAC regions.
As an IHV Alliance Sales Director you will:
Build strategic relationships with IHV partners at all 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
Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
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
Experience in alliance or indirect sales management roles
Passionate about Ubuntu products and mission
Experience with Linux, virtualization, containers, and other cloud technologies.
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
About CanonicalCanonical 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. 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.