Strategic Alliance Director
Canonical, a leading provider of open source software and operating systems to the global enterprise and technology markets, is seeking an experienced IHV Alliance Sales Director. The company's platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.
Company Culture
With colleagues in 75+ countries and very few office-based roles, the company has pioneered global distributed collaboration. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The organization is founder-led, profitable, and growing.
Role Summary
The IHV Alliance Sales Director will lead strategic partnerships in EMEA or APAC regions, reporting to the Head of IHV Alliances and working closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations.
Key Responsibilities
* Manage and grow a team of Business Development Managers, assisting them in 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 and performance tracking.
* Establish trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership, and leading all business interactions from engineer level up.
* Conduct customer workshops focused on particular initiatives, attend sales events, give public presentations, and lead executive engagements.
* Lead partnerships in APAC with companies such as Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus, and in EMEA with Ericsson, Nokia, Bull, Siemens; also lead apex partnerships in the Americas with Dell, HPE, IBM, Supermicro.
* Closely collaborate with marketing, sales engineering, and product management to deliver on targets, objectives, and provide a voice to the partner.
* Lead executive interlocks between IHV and Canonical leadership, traveling regularly—including internationally—to drive partnerships in person.