Partner Sales Director - IHV Alliances

About the role

Canonical is a leading provider of open source software and Ubuntu used in enterprise initiatives worldwide. This role owns the management of IHV alliances globally across AMER, EMEA and APAC, reporting to the Head of IHV Alliances. You will lead a team of Business Development Managers and drive joint business through strategy, negotiations and performance tracking.

What you'll do

• Build strategic relationships with IHV partners at all levels
• Grow awareness of open source capabilities on Canonical Ubuntu within partner ecosystems
• Negotiate contracts and commercial terms and track alliance performance
• Lead and coordinate go to market programs and joint offerings
• Drive executive engagements and interlocks with partner and Canonical leadership
• Travel regularly to advance partnerships and meet partners in person

What they're looking for

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands on with a delivery mindset
• Solid understanding of Linux, virtualization, containers and cloud technologies
• Strong communication and presentation skills
• Ability to negotiate contracts and commercial terms
• Proven track record building executive level partnerships across large organizations

For applicants in Nigeria

• Hiring regions: worldwide remote with AMER, EMEA and APAC focus; Nigeria is not listed as a separate region in the posting, confirm eligibility
• The listing does not state a timezone requirement; confirm before interviewing
• The listing does not specify contractor versus employee status; confirm during interview
• The listing does not indicate pay currency or range; confirm during interview
• The listing does not mention visa or work authorization notes; confirm as needed