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.
We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team, responsible for leading IHV Alliances in the EMEA or APAC regions.
Reporting to the Head of IHV Alliances, the Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives.
The Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion.
Specific responsibilities include:
* Develop and execute go‑to‑market strategies for joint offerings.
* Oversee day‑to‑day management of alliances, including contract negotiations and performance tracking.
* Lead and deliver executive engagements, customer workshops and sales events.
* Build and maintain trusted relationships with partners, increasing market share and attach rate.
* Negotiate contracts and commercial business terms.
* Collaborate with marketing, sales engineering and product management to achieve targets.
* Lead executive interlocks between IHV and Canonical leadership.
* Travel regularly to support partnerships in person.
Qualifications
* Experience in alliance or indirect sales management roles.
* Ability to capture customer requirements, evaluate gaps, and create opportunities.
* Deep understanding of the Linux and cloud software ecosystem.
* Experience with Linux, virtualization, containers, and other cloud technologies.
* Excellent communication and presentation skills.
* Strong negotiation and contract management skills.
* Autonomous, disciplined, hands‑on “get‑it‑done” mentality.
* Passionate about Ubuntu products and mission.
* Comfortable in fast‑paced, high‑pressure environments with measurable goals.
Benefits
* Base pay plus performance‑driven annual bonus or commission.
* Annual compensation review and recognition rewards.
* Personal learning and development budget of USD 2,000 per year.
* Annual holiday leave, maternity and paternity leave.
* Team Member Assistance Program & Wellness Platform.
* Opportunity to travel to new locations.
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