Remote opportunity at
CanonicalPartner Sales Director - IHV Alliances
Canonical, a profitable and growing technology company known for publishing the Ubuntu operating system, seeks an IHV Alliance Sales Director to join its strategic partnerships team…
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About This Role
Canonical, a profitable and growing technology company known for publishing the Ubuntu operating system, seeks an IHV Alliance Sales Director to join its strategic partnerships team on a remote basis within the AMER, EMEA, or APAC regions. The employer provides open source software utilized in artificial intelligence, public cloud, data science, and Internet of Things initiatives. This position involves leading global independent hardware vendor alliances, managing a team of business…
Job Description
Canonical, a profitable and growing technology company known for publishing the Ubuntu operating system, seeks an IHV Alliance Sales Director to join its strategic partnerships team on a remote basis within the AMER, EMEA, or APAC regions. The employer provides open source software utilized in artificial intelligence, public cloud, data science, and Internet of Things initiatives. This position involves leading global independent hardware vendor alliances, managing a team of business development managers, driving revenue growth, and expanding market presence. The ideal candidate possesses a hands-on approach, deep familiarity with the Linux and cloud ecosystem, and a passion for open-source technology.
The person in this role will collaborate closely with regional hardware partners, direct commercial negotiations, and run customer workshops or public presentations. Team members operate in a distributed environment, convening in-person several times annually across various international locations for strategic alignment. Canonical evaluates compensation based on geographic region, individual experience, and performance, reviewing it annually alongside performance-driven bonuses or commissions.
Responsibilities
- Lead IHV alliances globally within the AMER, EMEA, or APAC regions
- Manage and expand a team of Business Development Managers to pursue new partnership opportunities
- Develop and execute go-to-market strategies for joint offerings
- Oversee day-to-day alliance management, contract negotiations, commercial terms, and issue resolution
- Build relationships with senior executives at strategic partner organizations from engineering to CxO levels
- Run customer workshops, attend sales events, give public presentations, and lead executive engagements
- Collaborate closely with marketing, sales engineering, and product management teams
- Travel regularly, including internationally, to advance 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
- Proficiency in negotiating contracts and commercial business terms
- Familiarity with Linux, virtualization, containers, and other cloud technologies
Qualifications
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, and create opportunities
- Passion for Ubuntu products and mission
- Comfortable operating in fast-paced environments with measurable goals
- Excellent communication and presentation skills
Core Skills
Benefits
- Distributed work environment with twice-yearly in-person team sprints
- Annual learning and development budget of USD 2,000 per year
- Annual compensation reviews
- Performance-driven annual bonus or commission
- 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
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role remote?
Yes, this role is based remotely in the AMER, EMEA, or APAC regions.
What is the employment type?
The posting indicates full-time employment.
What salary does this position offer?
The source posting does not specify a salary amount, though it notes that compensation considers geographic location, experience, and performance, and includes a performance-driven annual bonus or commission.
Will there be any travel required?
Yes, the role requires regular and sometimes international travel to drive partnerships in person, alongside attending twice-yearly in-person team sprints.
Sample Interview Questions
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