PJoin to apply for the strongPartner Sales Director - IHV Alliances /strong role at strongCanonical /strong /pp1 week ago Be among the first 25 applicants /ppJoin to apply for the strongPartner Sales Director - IHV Alliances /strong role at strongCanonical /strong /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.brThe company is founder-led, profitable, and growing.brWe are seeking a highly motivated and experienced strongIHV Alliance Sales Director /strong 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.brThe 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.brLocation: This role will be based remotely in EMEA or APAC regions.brstrongAs an IHV Alliance Sales Director you will:br/strongulliBuild strategic relationships with IHV partners at all levels /liliGrow their awareness of open source capabilities on Canonical Ubuntu /liliDemonstrate a deep understanding of the Linux and cloud software ecosystem /liliNegotiate contracts and commercial business terms /liliDemonstrate a deep understanding of large and complex organizations /liliLead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc. /liliLead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens /liliLead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro /liliWork closely with marketing, sales engineering and product management /liliDeliver on targets, objectives and provide a voice of the partner /liliLead executive interlocks between IHV and Canonical leadership /liliTravel regularly - sometimes internationally - to drive partnerships in personbr/li /ulstrongValued skills and experiencebr/strongulliExperience in alliance or indirect sales management roles /liliAutonomous, disciplined, hands-on, get-it-done mentality /liliAbility to capture customer requirements, evaluate gaps, identify and create opportunities /liliPassionate about Ubuntu products and mission /liliComfortable in fast-paced and high pressure environments with measurable goals /liliExperience with Linux, virtualization, containers, and other cloud technologies. /liliExcellent communication and presentation skillsbr/li /ulstrongWhat we offer colleaguesbr/strongWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.brulliDistributed work environment with twice-yearly team sprints in person /liliPersonal learning and development budget of USD 2,000 per year /liliAnnual compensation review /liliRecognition rewards /liliAnnual holiday leave /liliMaternity and paternity leave /liliTeam Member Assistance Program Wellness Platform /liliOpportunity to travel to new locations to meet colleagues /liliPriority Pass and travel upgrades for long-haul company eventsbr/li /ulstrongAbout Canonicalbr/strongCanonical 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.brstrongCanonical is an equal opportunity employerbr/strongWe 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.br/ph3Seniority level /h3ullih3Seniority level /h3Director /li /ulh3Employment type /h3ullih3Employment type /h3Full-time /li /ulh3Job function /h3ullih3Job function /h3Sales and Business Development /lilih3Industries /h3Software Development /li /ulpReferrals increase your chances of interviewing at Canonical by 2x /ppGet notified about new Sales Director jobs in strongMilan, Lombardy, Italy /strong. /ph3EMEA Sales Director, ISV Embedded Solutions /h3h3Director Data and Tools - Shockwave Medical /h3h3European Account Director, Alliance Team (Automotive Finance) - French, Spanish, Italian, or German speaking /h3h3Senior Enterprise Sales Executive (Italian Speaking) /h3h3Embedded IoT / Edge Solutions Sales Representative, Manager and Director /h3h3Business Development Representative - EMEA /h3h3Advanced Workflow Specialist South Europe for LSR WF advanced microscopy /h3pWe’re unlocking community knowledge in a new way. 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