Job Title:
Drive Strategic Partnerships as Sales Director
About the Role:
We are seeking a results-driven and experienced sales director to lead our strategic partnerships team. As a key member of our organization, you will be responsible for building and leading a high-performing team of business development managers who identify and pursue new business opportunities with IHV partners.
Key Responsibilities:
* Develop and execute go-to-market strategies for joint offerings, ensuring alignment with Canonical's market strategy.
* Oversee day-to-day alliance management, including contract negotiations and performance tracking, to drive successful partnerships.
* Build trusted relationships with IHV partners, increasing Canonical's market share and attach rate through strategic engagement.
* Lead executive-level engagements, customer workshops, sales events, and public presentations to promote the partnership.
* Coordinate closely with marketing, sales engineering, and product management to ensure partner initiatives align with Canonical's market strategy.
* Travel regularly, including international visits, to drive partnership execution in person.
Required Skills and Qualifications:
* Proven experience in alliance or indirect sales management roles.
* Strong understanding of Linux, virtualization, containers, and cloud technologies.
* Excellent communication, presentation, and executive-level engagement skills.
* Ability to capture customer requirements, evaluate gaps, and create opportunities.
* Autonomous, disciplined, hands-on, get-it-done mentality.
* Comfortable working in fast-paced, high-pressure environments with measurable goals.
* Knowledge of large and complex organizations and their decision-making processes.