Partner Sales Director – IHV Alliances
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. Canonical partners with the world's leading public cloud, silicon, and industry leaders.
Location: Remote (EMEA or APAC)
Overview
We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team. The role will lead 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.
Responsibilities
* Build and lead a team of Business Development Managers to identify and pursue new business opportunities with IHV partners.
* Develop and execute go‑to‑market strategies for joint offerings and oversee day‑to‑day alliance management, including contract negotiations and performance tracking.
* Build trusted relationships with IHV partners, increasing Canonical market share and attach rate.
* Lead executive engagements, customer workshops, sales events, and public presentations to evangelise the partnership.
* Coordinate closely with marketing, sales engineering, and product management to align partner initiatives with Canonical's market strategy.
* Travel regularly, including international visits, to drive partnership execution in person.
Qualifications
* Proven experience in alliance or indirect sales management roles.
* Strong understanding of Linux, virtualization, containers, and cloud technologies.
* Excellent communication, presentation, and executive‑level engagement skills.
* Ability to capture customer requirements, evaluate gaps, and create opportunities.
* Autonomous, disciplined, hands‑on, get‑it‑done mentality.
* Comfortable working in fast‑paced, high‑pressure environments with measurable goals.
* Knowledge of large and complex organizations and their decision‑making processes.
Benefits
* Competitive base pay with performance‑driven annual bonus or commission.
* Annual compensation review and clear paths for recognition rewards.
* Personal learning and development budget of USD 2,000 per year.
* Annual holiday leave, maternity and paternity leave, and a Team Member Assistance Program & Wellness Platform.
* Distributed work environment with twice‑yearly team sprints in person.
* Priority Pass and travel upgrades for long‑haul company events.
* Opportunity to travel to new locations and meet colleagues worldwide.
Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination and welcome applicants of all identities.
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