Overview
Join to apply for the Partner Sales Director - IHV Alliances role at Canonical. 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 pioneers global distributed collaboration with colleagues in 75+ countries, very few office‑based roles, and teams meeting two to four times yearly in person to align on strategy and execution. Canonical is founder‑led, profitable, and growing.
We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team. The Director will lead IHV Alliances in the EMEA or APAC regions, reporting to the Head of IHV Alliances, and will work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations.
Responsibilities
* Manage and grow a team of Business Development Managers, identifying and pursuing new business opportunities with IHVs to 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, 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.
* Build strategic relationships with IHV partners at all levels and grow their awareness of open source capabilities on Canonical Ubuntu.
* 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, etc.) 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.
Qualifications
* 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.
Compensation & Benefits
We consider geographical location, experience and performance in shaping compensation worldwide. Compensation is reviewed annually (more often for graduates and associates) and includes a performance‑driven annual bonus or commission. Additional benefits reflect our values and ideals and are balanced to meet local needs and ensure fairness globally.
* Distributed work environment with twice‑yearly team sprints in person.
* Personal learning and development budget of USD 2,000 per year.
* Annual compensation review and 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.
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open‑source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed, we need to be the best at what we do.
Equal Opportunity Statement
Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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