Strategic Partnership Director
Overview:
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 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 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.
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 organisations.
* 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.
* Travel regularly - sometimes internationally - to drive partnerships in person.
Requirements:
* Strong track record in developing and maintaining strong relationships with senior executives at strategic partner organisations.
* Proven ability to increase market share and attach rate.
* Excellent communication, negotiation and presentation skills.
* Ability to understand and interpret complex technical information.
* Proficient in Microsoft Office Suite (Word, Excel, PowerPoint) and Google Workspace.
What We Offer:
A competitive remuneration package, bonus scheme, pension scheme, life assurance, and flexible working arrangements.