Strategic Alliance Lead
This role involves overseeing IHV alliances in key regions and managing daily alliance operations. The ideal candidate will have experience in indirect sales management and be able to develop strong relationships with senior executives at strategic partner organizations.
* Key Responsibilities:
* • Develop and maintain partnerships with IHVs, growing Canonical market share and attach rate.
* • Manage and grow a team of Business Development Managers, helping them identify new business opportunities with IHVs.
* • Oversee contract negotiations and performance tracking, ensuring alignment with company goals.
* • Build trusted relationships with IHV partners, leading executive interlocks between IHV and leadership teams.
* • Run customer workshops, attend sales events, and give public presentations to promote partnership benefits.
* • Identify and pursue new business opportunities with IHVs, driving revenue growth and expansion.
Requirements:
* • Proven experience in alliance or indirect sales management roles.
* • Autonomous, disciplined, and results-driven mentality.
* • Ability to analyze customer needs, evaluate gaps, and create opportunities for growth.
* • Strong passion for Ubuntu products and mission.
* • Comfortable working in fast-paced environments with measurable goals and objectives.
* • Experience with Linux, virtualization, containers, and cloud technologies.
* • Excellent communication and presentation skills.