Partner Sales Director - IHV Alliances
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
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Application opens on company website
Job Description
A strategic leadership role responsible for developing and managing alliances with independent hardware vendors (IHVs) across EMEA or APAC regions, driving business growth, fostering partner relationships, and promoting open source solutions like Ubuntu in the cloud, AI, and IoT markets.
Key Responsibilities
- Develop and maintain strategic relationships with IHV partners at all organizational levels
- Identify and pursue new business opportunities with IHVs to drive revenue growth and market expansion
- Lead and manage partnerships in specific regions (EMEA, APAC, Americas) with key companies
- Negotiate contracts and commercial terms with partners
- Oversee alliance performance, issue resolution, and day-to-day management of partnerships
- Collaborate with marketing, sales engineering, and product management teams to support partnership goals
- Deliver on sales targets and objectives, representing the partnership to internal and external stakeholders
- Lead executive engagement and facilitate customer workshops focused on joint initiatives
- Travel regularly to develop and strengthen 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
- Passion for Ubuntu products and mission
- Comfortable working in fast-paced and high-pressure environments with measurable goals
- Experience with Linux, virtualization, containers, and other cloud technologies
- Excellent communication and presentation skills
- Demonstrated ability to build strategic relationships with IHV partners at all levels
- Experience negotiating contracts and commercial business terms
- Deep understanding of the Linux and cloud software ecosystem
- Experience leading partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus
- Experience leading partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
- Experience leading partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
- Willingness to travel regularly, sometimes internationally, to drive partnerships in person
- Location flexibility to work remotely in EMEA or APAC regions
Benefits & Perks
Compensation is based on location, experience, and performance, with annual reviews and performance-driven bonuses or commissions
Distributed work environment with remote work
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
Ready to Apply?
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