Partner Sales Director - IHV Alliances

OverviewJoin to apply for the Partner Sales Director - IHV Alliances role at Canonical.Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in cloud, data science, AI, engineering innovation, and IoT initiatives. We operate globally with 1200+ colleagues in 75+ countries and many roles that are not office-based. Teams meet two to four times yearly in person to align on strategy and execution.The IHV Alliance Sales Director will lead IHV Alliances in the EMEA or APAC regions, reporting to the Head of IHV Alliances. The role involves building and maintaining relationships with senior executives at strategic partner organizations, guiding joint business objectives, and driving revenue growth and market expansion.Location: Remote in EMEA or APAC regions.ResponsibilitiesBuild strategic relationships with IHV partners at all levelsGrow awareness of open source capabilities on Canonical UbuntuDemonstrate deep understanding of the Linux and cloud software ecosystemNegotiate contracts and commercial termsUnderstand and navigate large and complex organizationsLead partnerships in APAC with Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus, and othersLead partnerships in EMEA with Ericsson, Nokia, Bull, SiemensLead partnerships in the Americas with Dell, HPE, IBM, SupermicroCollaborate with marketing, sales engineering, and product managementDeliver on targets and provide a voice of the partnerLead executive interlocks between IHV and Canonical leadershipTravel regularly to drive partnerships in personQualificationsExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, and results-drivenAbility to capture customer requirements, identify gaps, and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced, high-pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsWhat we offerDistributed work environment with two annual team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesTravel upgrades for long-haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, we enable the AI, IoT, and cloud ecosystem. We recruit on a global basis and set high standards for joining the company. Most colleagues work remotely; joining Canonical is a chance to think differently and grow professionally.Canonical is an equal opportunity employerWe 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.Seniorities and job typeDirectorFull-timeJob function: Sales and Business DevelopmentIndustries: Software Development #J-18808-Ljbffr

Created: 2025-09-17