Partner Sales Director - IHV Alliances

• Build strategic relationships with IHV partners at all levels • Grow their awareness of open source capabilities on Canonical Ubuntu • Demonstrate a deep understanding of the Linux and cloud software ecosystem • Negotiate contracts and commercial business terms • Demonstrate a deep understanding of large and complex organizations • Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc. • Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens • Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro • Work closely with marketing, sales engineering and product management • Deliver on targets, objectives and provide a voice of the partner • Lead executive interlocks between IHV and Canonical leadership • Travel regularly - sometimes internationally - to drive partnerships in person

• Experience in alliance or indirect sales management roles • Autonomous, disciplined, hands-on, get-it-done mentality • Ability to capture customer requirements, evaluate gaps, identify and create opportunities • Passionate about Ubuntu products and mission • Comfortable in fast-paced and high pressure environments with measurable goals • Experience with Linux, virtualization, containers, and other cloud technologies. • Excellent communication and presentation skills

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. • Distributed work environment with twice-yearly team sprints in person • 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