Partner Sales Director - IHV Alliances

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CanonicalLocation:

London, United KingdomJob Category:

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817707e26ae6Job Views:

8Posted:

12.08.2025Expiry Date:

26.09.2025col-wideJob Description:

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world''s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with + colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.We are seeking a highly motivated and experienced

IHV Alliance Sales Director

to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales 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 IHV Alliance Sales 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, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution.The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.Location: This role will be based remotely in EMEA or APAC regions.As an IHV Alliance Sales Director you will:Build strategic relationships with IHV partners at all levelsGrow their awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemNegotiate contracts and commercial business termsDemonstrate a deep understanding of large and complex organizationsLead 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, SiemensLead partnerships in the Americas with companies like Dell, HPE, IBM, SupermicroWork closely with marketing, sales engineering and product managementDeliver on targets, objectives and provide a voice of the partnerLead executive interlocks between IHV and Canonical leadershipTravel regularly - sometimes internationally - to drive partnerships in personValued skills and experienceExperience in alliance or indirect sales management rolesAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologies.Excellent communication and presentation skillsWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.Distributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2, per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program and Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company ..... full job details .....