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. The company is founder-led, profitable, and growing, with a global team and remote-first culture. This role is remote-based in the EMEA or APAC regions and focuses on leading IHV Alliances within those geographies.As an IHV Alliance Sales Director you will report to the Head of IHV Alliances and work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations, driving collaboration on joint business objectives.Location: This role will be based remotely in EMEA or APAC regions.ResponsibilitiesBuild strategic relationships with IHV partners at all levelsGrow awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemNegotiate contracts and commercial termsDemonstrate an understanding of large and complex organizationsLead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, AsusLead partnerships in EMEA with companies like Ericsson, Nokia, Bull, SiemensLead partnerships in the Americas with companies like Dell, HPE, IBM, SupermicroWork closely with marketing, sales engineering and product managementDeliver on targets and objectives; provide the voice of the partnerLead executive interlocks between IHV and Canonical leadershipTravel regularly to drive partnerships in personValued skills and experienceExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, and results-drivenAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsWhat we offerWe offer a globally competitive compensation approach with annual reviews and performance-driven bonus or commission. We provide benefits that reflect our values and support a distributed, remote-first work environment.Distributed work environment with twice-yearly in-person team sprintsPersonal 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 pioneer in open source. As the publisher of Ubuntu, we operate globally and recruit on a global basis. We maintain high standards for new hires and support a flexible, remote-friendly work environment. Canonical is an equal opportunity employer. We value diversity and provide fair consideration to all applicants. #J-18808-Ljbffr

Created: 2025-09-25