Partner Sales Director - IHV Alliances

About the Role

Canonical is seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances in the EMEA or APAC regions. You will report to the Head of IHV Alliances and work closely with internal teams and strategic partners to drive revenue growth and market expansion.

Key Responsibilities

• Strategic Leadership: Build and maintain strong relationships with senior executives at strategic partner organizations.
• Team Management: Manage and grow a team of Business Development Managers to identify and pursue new business opportunities.
• Go-to-Market: Develop and execute go-to-market strategies for joint offerings.
• Operations: Oversee contract negotiations, performance tracking, and issue resolution.
• Engagement: Lead executive interlocks, conduct customer workshops, and represent Canonical at sales events and public presentations.

What You Will Do

• Build strategic relationships with IHV partners at all levels.
• Grow partner awareness of open source capabilities on Canonical Ubuntu.
• Negotiate contracts and commercial business terms.
• Lead partnerships with major global hardware vendors (e.g., Lenovo, Huawei, Ericsson, Nokia, Siemens).
• Collaborate closely with marketing, sales engineering, and product management teams.

Valued Skills & Experience

• Proven experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on, and results-oriented mentality.
• Strong ability to identify customer requirements and create new opportunities.
• Deep understanding of Linux, virtualization, containers, and cloud technologies.
• Excellent communication and presentation skills.

What We Offer

• Distributed work environment with twice-yearly in-person team sprints.
• Personal learning and development budget of $2,000 USD per year.
• Performance-driven annual bonus or commission.
• Comprehensive benefits including annual leave, parental leave, and wellness platforms.
• Travel opportunities for global team alignment.