Job Description
We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team. The ideal candidate will be responsible for leading IHV alliances in the EMEA or APAC regions, working closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations.
The IHV Alliance Sales Director will manage and grow a team of Business Development Managers, identifying and pursuing new business opportunities with IHVs, driving revenue growth and market expansion. They will also develop and execute go-to-market strategies for joint offerings, oversee day-to-day management of alliances, including contract negotiations and performance tracking, and issue resolution.
Key Responsibilities
* 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
* Demonstrate a deep understanding of large and complex organizations
* Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
* Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
* 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
* Lead executive interlocks between IHV and Canonical leadership
Requirements
* Experience in alliance or indirect sales management roles
* Autonomous, disciplined, hands-on, get-it-done mentality
* Ability to capture customer requirements, evaluate gaps, identify and create opportunities
* Passionate about Ubuntu products and mission
* Comfortable in fast-paced and high-pressure environments with measurable goals
* Experience with Linux, virtualization, containers, and other cloud technologies
* Excellent communication and presentation skills
Benefits
* Distributed work environment with twice-yearly team sprints in person
* Personal learning and development budget of USD 2,000 per year
* Annual compensation review
* Recognition rewards
* Annual holiday leave
* Maternity and paternity leave
* Team Member Assistance Program & Wellness Platform
* Opportunity to travel to new locations to meet colleagues
* Priority Pass and travel upgrades for long-haul company events