Remote opportunity at
CanonicalPartner Sales Director - IHV Alliances
Canonical is looking for an IHV Alliance Sales Director to lead its hardware vendor partnerships in one of three regions: AMER, EMEA or APAC. The post…
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About This Role
Canonical is looking for an IHV Alliance Sales Director to lead its hardware vendor partnerships in one of three regions: AMER, EMEA or APAC. The post is remote and sits in the strategic partnerships group, with a reporting line that ends at the IHV Alliances head. The director heads a group of Business Development Managers and coordinates with IHV and Canonical staff in the chosen region. The director builds working…
Job Description
Canonical is looking for an IHV Alliance Sales Director to lead its hardware vendor partnerships in one of three regions: AMER, EMEA or APAC. The post is remote and sits in the strategic partnerships group, with a reporting line that ends at the IHV Alliances head. The director heads a group of Business Development Managers and coordinates with IHV and Canonical staff in the chosen region.
The director builds working relationships with senior executives at partner firms and aims to lift Canonical's market share and attach rate. Key tasks include finding and pursuing new IHV business, shaping joint offerings, and handling the daily running of alliances, which means contract talks, performance monitoring and resolving issues. The posting cites example partners in each region: Lenovo, Asus, NEC, H3C, Inspur, Fujitsu, Quanta, Huawei and Lenovo in APAC; Ericsson, Nokia, Bull and Siemens in EMEA; and Dell, HPE, IBM and Supermicro in the Americas.
The director works alongside marketing, sales engineering and product groups, leads executive exchanges between IHV and Canonical leadership, and travels often, sometimes overseas, to meet partners face to face. Candidates should have managed alliance or indirect sales, act independently and with discipline, and be able to pin down customer needs. Practical experience with Linux, virtualisation and containers is valued, along with strong communication and presentation abilities.
Responsibilities
- Build strong ties with IHV partners at every level
- Raise partners' understanding of open source on Ubuntu
- Negotiate contracts and commercial terms
- Lead and develop a group of Business Development Managers
- Chase new IHV business to drive revenue and market reach
- Design and carry out go-to-market plans for joint offerings
- Run day-to-day alliance work, performance tracking and issue handling
- Lead executive exchanges between IHV and Canonical leadership
- Coordinate across marketing, sales engineering and product groups
Requirements
- Background running alliance or indirect sales teams
- Independent, disciplined and practical working style
- Skill in understanding customer needs and spotting openings
- Understanding of large, complex organisations
- Comfort in fast-moving settings with measurable goals
- Strong communication and presenting skills
- Readiness to travel regularly, sometimes overseas
Qualifications
- Practical knowledge of Linux, virtualisation, containers and cloud
- Enthusiasm for Ubuntu and Canonical's mission
Core Skills
Benefits
- Mostly remote setup, with in-person team sprints twice yearly
- USD 2,000 yearly for learning and development
- Base pay with a bonus or commission linked to performance
- Pay reviewed each year, with recognition awards
- Holiday leave, with maternity and paternity leave
- Wellness platform and an assistance programme
- Priority Pass card and upgraded seats on long-haul company travel
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Which regions does this role cover?
The role is remote and tied to one of the AMER, EMEA or APAC regions, according to the posting.
Does the role manage other people?
Yes. The director heads and develops a group of Business Development Managers.
Which partners are mentioned?
The posting names Lenovo, Huawei and others in APAC, Ericsson and others in EMEA, and Dell, HPE, IBM and Supermicro in the Americas as examples.
What salary is offered?
The posting does not specify a salary. Base pay is said to depend on location, experience, knowledge and skills.
Sample Interview Questions
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