Job Description:
We are seeking an experienced professional to lead our IHV Alliances in the EMEA or APAC regions.
This role will be responsible for developing and maintaining strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives.
The successful candidate will manage and grow a team of Business Development Managers, identify and pursue new business opportunities, drive revenue growth and market expansion, develop and execute go-to-market strategies, oversee day-to-day management of alliances, and issue resolution.
Main Responsibilities:
* Build strategic relationships with IHV partners
* Grow awareness of open source capabilities on Canonical Ubuntu
* Negotiate contracts and commercial business terms
* Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
* Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
* Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
Requirements:
To succeed in this role, you will need:
* 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
* Possession of passionate knowledge about Ubuntu products and mission
* Comfortable working in fast-paced and high-pressure environments with measurable goals
* Experience with Linux, virtualization, containers, and other cloud technologies
What We Offer:
We offer a competitive compensation package, including a performance-driven annual bonus or commission, personal learning and development budget, annual compensation review, recognition rewards, annual holiday leave, maternity and paternity leave, Team Member Assistance Program & Wellness Platform, and opportunity to travel to new locations to meet colleagues.
About Us:
We are 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.