Remote opportunity at
CanonicalPartner Sales Director - IHV Alliances
Canonical, the publisher of the Ubuntu operating system, seeks a remote Partner Sales Director - IHV Alliances to direct independent hardware vendor partnerships globally across the…
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About This Role
Canonical, the publisher of the Ubuntu operating system, seeks a remote Partner Sales Director - IHV Alliances to direct independent hardware vendor partnerships globally across the AMER, EMEA, or APAC territories. This full-time remote role involves leading a team of business development managers, negotiating commercial agreements, executing go-to-market strategies, and building relationships with executive stakeholders at strategic hardware partner organizations. The ideal candidate is an autonomous, hands-on leader experienced in…
Job Description
Canonical, the publisher of the Ubuntu operating system, seeks a remote Partner Sales Director - IHV Alliances to direct independent hardware vendor partnerships globally across the AMER, EMEA, or APAC territories. This full-time remote role involves leading a team of business development managers, negotiating commercial agreements, executing go-to-market strategies, and building relationships with executive stakeholders at strategic hardware partner organizations.
The ideal candidate is an autonomous, hands-on leader experienced in alliance or indirect sales management within the technology sector. Responsibilities include driving revenue growth, increasing market share, leading executive interlocks, hosting customer workshops, giving public presentations, and traveling regularly for in-person alignment. Canonical operates as a distributed organization utilizing twice-yearly in-person team sprints, and evaluates compensation annually based on geography, experience, and performance, supplemented by a performance-driven bonus or commission.
Responsibilities
- Lead IHV alliances globally across AMER, EMEA, or APAC regions
- Manage and expand a team of Business Development Managers to identify new business opportunities
- Develop and execute go-to-market strategies for joint offerings with hardware partners
- Handle day-to-day alliance management, contract negotiations, commercial business term discussions, and performance tracking
- Build trusted relationships and lead executive engagements from engineers to CxOs at partner organizations
- Run customer workshops focused on specific initiatives, attend sales events, and deliver public presentations
- Work closely with internal marketing, sales engineering, and product management teams
- Travel regularly, including international trips, to drive partnerships in person
Requirements
- Experience in alliance or indirect sales management roles
- Demonstrated understanding of the Linux and cloud software ecosystem
- Familiarity with large and complex organizations
- Knowledge of Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Autonomous, disciplined, hands-on, and results-driven mentality
Core Skills
Benefits
- Distributed work environment with twice-yearly team sprints in person
- Personal learning and development budget of USD 2,000 per year
- Annual compensation reviews
- Recognition rewards
- Annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program and Wellness Platform
- Priority Pass and travel upgrades for long-haul company events
- Performance-driven annual bonus or commission
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, this role is based remotely in the AMER, EMEA, or APAC regions, within a company that utilizes a distributed work environment and twice-yearly in-person team sprints.
What is the employment type?
The posting specifies that this is a full-time position.
What salary does this position offer?
The job posting does not specify a salary amount, though it notes that compensation considers geographical location, experience, and performance, and includes a performance-driven annual bonus or commission.
Sample Interview Questions
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