Job Description
We are seeking a seasoned sales leader to spearhead our IHV alliance strategy in the EMEA and APAC regions. The ideal candidate will possess a strong track record of managing high-performing teams, developing strategic partnerships, and driving revenue growth.
* Lead and grow a team of business development managers who will identify and pursue new business opportunities with IHVs
* Develop and execute go-to-market strategies for joint offerings that drive market expansion and revenue growth
* Oversight of day-to-day management of alliances, including contract negotiations, performance tracking, and issue resolution
The successful candidate will have experience in alliance or indirect sales management roles, be autonomous, disciplined, hands-on, and have a get-it-done mentality. They should be passionate about Ubuntu products and mission, comfortable in fast-paced and high-pressure environments, and have measurable goals. Experience with Linux, virtualization, containers, and other cloud technologies is also essential.
Responsibilities
* Lead and grow a team of business development managers
* Develop and execute go-to-market strategies for joint offerings
* Oversight of day-to-day management of alliances, including contract negotiations, performance tracking, and issue resolution
* Build trusted relationships with IHV partners, increase Canonical market share and attach rate, evangelise the partnership and lead all business interactions from engineer to CxO
* Run customer workshops focused on specific initiatives, attend sales events, give public presentations, and lead executive engagements
* Demonstrate deep understanding of the Linux and cloud software ecosystem, large and complex organisations, and contract and commercial business terms
* Lead partnerships in APAC (Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus) and in EMEA (Ericsson, Nokia, Bull, Siemens) and in the Americas (Dell, HPE, IBM, Supermicro)
* Work closely with marketing, sales engineering, and product management, deliver on targets, objectives, and provide a voice of the partner, leading executive interlocks between IHV and Canonical leadership
* Travel regularly – sometimes internationally – to drive partnerships in person