Key Role:
The IHV Alliance Sales Director will lead a team of Business Development Managers in developing and maintaining strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives.
This role requires the ability to manage and grow a team, identify and pursue new business opportunities with IHVs, drive revenue growth and market expansion, 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.
Building trusted relationships with IHV partners is crucial, increasing Canonical's market share and attach rate, evangelizing the partnership and leading all business interactions from engineer to CxO. The Director will also be responsible for demonstrating a deep understanding of the Linux and cloud software ecosystem, negotiating contracts and commercial business terms, and leading partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc., as well as in EMEA with companies like Ericsson, Nokia, Bull, Siemens.
* Lead partnerships in APAC with key companies
* Lead partnerships in EMEA with major players
* Deliver on targets and objectives
* Provide a voice of the partner
Requirements:
* Proven experience in alliance or indirect sales management roles
* Able to work autonomously, disciplined, hands-on, get-it-done mentality
* Ability to capture customer requirements, evaluate gaps, identify and create opportunities
* Passionate about open source products and mission
* Comfortable in fast-paced and high-pressure environments with measurable goals
* Experience with Linux, virtualisation, containers, and other cloud technologies