Partner Sales Director - IHV Alliances
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
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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 relationships, driving revenue growth, and expanding market presence through alliance management, negotiations, and executive engagement.
Key Responsibilities
- Develop and maintain strategic relationships with IHV partners across regions.
- Identify and pursue new business opportunities with IHVs to drive revenue growth and market expansion.
- Develop and execute go-to-market strategies for joint offerings with partners.
- Manage alliance operations, including contract negotiations, performance tracking, and issue resolution.
- Lead and grow a team of Business Development Managers to achieve partnership objectives.
- Build trust and increase market share through evangelizing the partnership and engaging with stakeholders at all levels.
- Lead executive engagements, customer workshops, and participate in sales events and public presentations.
- Negotiate contracts and commercial terms with partners.
- Travel regularly to foster in-person collaboration and drive partnerships.
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
- Ability to travel regularly, sometimes internationally, to drive partnerships in person
- Proven track record of delivering on targets and objectives, and providing a voice of the partner
- Experience in managing and growing a team of Business Development Managers
- Demonstrated ability to develop and execute go-to-market strategies for joint offerings
- Experience overseeing alliance management including contract negotiations, performance tracking, and issue resolution
- Ability to develop and maintain strong relationships with senior executives at strategic partner organizations
- Experience working closely with marketing, sales engineering, and product management teams
- Location flexibility to work remotely in EMEA or APAC regions
Benefits & Perks
Compensation/salary range is based on location, experience, and performance, with annual reviews and performance-driven bonuses or commissions
Work schedule is flexible with a distributed work environment and the opportunity to work remotely
Work environment perks include twice-yearly in-person team sprints, personal learning and development budget of USD 2,000 per year, annual holiday leave, maternity and paternity leave, recognition rewards, and wellness platform
Additional benefits include a Team Member Assistance Program, opportunity to travel to new locations, Priority Pass and travel upgrades for long-haul company events
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