Partner Sales Director - IHV Alliances
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
Apply Now
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, driving revenue growth, managing alliances, and fostering collaboration with senior executives to expand market presence for Ubuntu and open source solutions.
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.
- Negotiate contracts and commercial terms with partners.
- Lead and manage alliances, including performance tracking and issue resolution.
- Develop and execute go-to-market strategies for joint offerings.
- Lead partnership initiatives in specific regions (EMEA, APAC, Americas) with key companies.
- Collaborate with marketing, sales engineering, and product management teams to support partnership goals.
- Conduct customer workshops, participate in sales events, and deliver public presentations to evangelize partnerships.
- Build trusted relationships with senior executives and internal teams to align on joint business objectives.
- Travel regularly to foster in-person partnership development and engagement.
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
- 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
- Proven ability to deliver on targets and objectives, and to provide a voice of the partner
- Ability to lead executive interlocks between IHV and Canonical leadership
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
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?
Join Canonical and make an impact in renewable energy
Stay Updated on Sustainability Jobs
Get the latest renewable energy jobs and career tips delivered to your inbox.
Job Alerts
Get notified about new sustainability jobs
More jobs at Canonical
Usability Engineer - User Science
Canonical
Remote
Full Time
Jan 12
Senior Design Researcher - User Science
Canonical
Remote
Full Time
Jan 12
Ubuntu Engineering Manager
Canonical
Remote
Full Time
Jan 8
More jobs in Remote
Account Executive APJ
Planet
NEW
Remote
Full Time
2d
Account Executive NATO
Planet
NEW
Remote
Full Time
2d
Account Executive NATO
Planet
NEW
Remote
Full Time
2d