Partner Sales Director - IHV Alliances
Canonical · Sales · Lead · 1d ago
Open to candidates across Americas, EMEA, APAC.
Applies on the original listing · via Jobicy
Who can apply
Read straight from the listing, so you know before you spend time on it.
Open to candidates across Americas, EMEA, APAC.
“Location: This role will be based remotely in AMER, EMEA or APAC regions.”
Over 1,200 colleagues distributed across more than 75 countries.
- Async-first
- The listing doesn't promise async-first working.
- Contractor / B2B
- No mention of hiring international contractors or invoicing.
- Global stipend
- No home office or equipment budget mentioned.
- Annual retreat
- Colleagues participate in twice-yearly in-person team sprints in locations worldwide.
Read from the listing automatically. Always confirm the details with the company before you accept an offer.
About the role
As the IHV Alliance Sales Director, you will report to the Head of IHV Alliances and lead strategic hardware partnerships globally. You will manage and mentor a team of Business Development Managers, develop joint go-to-market strategies, negotiate commercial terms, and engage senior executives across leading hardware and silicon vendors to drive Canonical Ubuntu adoption and market share.
What you'll do
- Build and maintain strategic relationships with IHV partners from engineering teams to executive leadership
- Lead and manage a distributed team of Business Development Managers to identify and capture new business opportunities
- Negotiate partnership contracts and commercial business terms
- Develop and execute go-to-market strategies for joint offerings with major hardware vendors
- Drive executive interlocks and deliver customer workshops and public presentations
- Travel regularly, including international trips, to advance key alliances in person
What you bring
- Demonstrated experience in alliance or indirect sales management roles
- Deep understanding of Linux, cloud ecosystems, virtualization, and containers
- Proven ability to evaluate customer requirements, identify gaps, and create new revenue streams
- Autonomous, disciplined, and comfortable operating in high-pressure, target-driven environments
- Excellent communication and presentation skills
About Canonical
Canonical is the company behind Ubuntu, an open-source operating system widely used across cloud, AI, IoT, and enterprise infrastructure, operating with an international remote-first team across 75+ countries.
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