Partner Sales Director - IHV Alliances
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
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Application opens on company website
Job Description
The IHV Alliance Sales Director at Canonical is responsible for leading strategic partnerships with hardware vendors in EMEA or APAC regions, developing business opportunities, managing alliances, and driving revenue growth through collaboration with senior partners and cross-functional teams.
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 management, including performance tracking and issue resolution
- Collaborate with marketing, sales engineering, and product management teams to support partnership goals
- Deliver on sales targets and objectives, representing partner interests to internal teams
- Lead executive engagement and facilitate collaboration between IHV partners and Canonical leadership
- Conduct customer workshops, participate in sales events, and give public presentations to evangelize partnerships
- Travel regularly to develop and strengthen in-person relationships with partners
Requirements
- Experience in alliance or indirect sales management roles
- Ability to work autonomously, be disciplined, hands-on, and have a 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 experience in leading partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus
- Demonstrated experience in leading partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
- Demonstrated experience in leading partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
- Ability to build strategic relationships with IHV partners at all levels
- Experience in negotiating contracts and commercial business terms
- Deep understanding of large and complex organizations
- Ability to deliver on targets and objectives and provide a voice of the partner
- Experience in managing and growing a team of Business Development Managers
- Willingness to travel regularly, sometimes internationally, to drive partnerships in person
Benefits & Perks
Compensation is based on location, experience, and performance, with annual reviews and potential for bonuses or commissions
Distributed work environment with remote work and twice-yearly in-person team sprints
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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