Job Description
The IHV Alliance Sales Director is responsible for leading and managing global partnerships with hardware vendors to promote Ubuntu-based solutions, build strategic relationships, and drive business growth through open source technologies in cloud, edge, and IoT markets.
Responsibilities
- •Build and maintain strategic relationships with IHV partners worldwide
- •Engage with partners' innovation teams to promote Ubuntu solutions
- •Lead negotiations on contracts and commercial terms with partners
- •Drive partner success by increasing market share and attach rate
- •Lead and manage partnerships across APAC, EMEA, and the Americas regions
- •Collaborate with marketing, sales engineering, and product management teams
- •Deliver on sales targets and objectives related to IHV alliances
- •Conduct customer workshops, participate in sales events, and deliver public presentations
- •Lead executive engagements and build trusted relationships at all organizational levels
- •Travel regularly to support and grow partnerships in person
Requirements
- •Experience in alliance or indirect sales management roles
- •Ability to work autonomously, demonstrate discipline, and have a hands-on, get-it-done mentality
- •Ability to capture customer requirements, evaluate gaps, and identify and create opportunities
- •Passionate about Ubuntu products and mission
- •Comfortable in fast-paced and high pressure environments with measurable goals
- •Experience with Linux, virtualization, containers, and other cloud technologies
- •Excellent communication and presentation skills
- •Willingness to travel regularly, sometimes internationally, to drive partnerships in person
Benefits
- •Annual performance-driven bonus or commission
- •Distributed work environment with twice-yearly team sprints in person
- •Personal learning and development budget of USD 2,000 per year
- •Annual compensation review
- •Recognition rewards
- •Annual holiday leave
- •Maternity and paternity leave
- •Team Member Assistance Program
- •Wellness Platform
- •Opportunity to travel to new locations to meet colleagues
- •Priority Pass and travel upgrades for long-haul company events
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