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 the EMEA or APAC regions, developing business opportunities, managing alliances, and driving revenue growth through collaboration with senior executives and cross-functional teams.
Key Responsibilities
- Develop and maintain strategic relationships with IHV partners across regions
- Identify and pursue new business opportunities with IHVs to drive revenue growth
- Develop and execute go-to-market strategies for joint offerings
- Manage and oversee alliances, including contract negotiations and performance tracking
- Build trusted relationships with IHV partners at all organizational levels
- Lead partnerships with key companies in APAC, EMEA, and the Americas
- Coordinate with marketing, sales engineering, and product management teams
- Lead executive engagements, customer workshops, and represent Canonical at sales events
- Negotiate contracts and commercial terms with partners
- Travel regularly to support and grow partnerships in person
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 ability to build strategic relationships with IHV partners at all levels
- Proven experience negotiating contracts and commercial business terms
- Deep understanding of large and complex organizations
- 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
- Ability to develop and maintain strong relationships with senior executives at strategic partner organizations
- Ability to develop and execute go-to-market strategies for joint offerings
- Experience managing and growing a team of Business Development Managers
- 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 experience, location, and performance, with annual reviews and performance-driven bonuses or commissions
Distributed work environment with remote work
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
Travel upgrades and Priority Pass for long-haul company events
Ready to Apply?
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