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- Tasks: Lead strategic partnerships and drive revenue growth in the IHV Alliances team.
- Company: Canonical is a pioneering tech firm known for its open-source software, including Ubuntu.
- Benefits: Enjoy remote work, annual bonuses, personal development budgets, and travel opportunities.
- Why this job: Join a dynamic team shaping the future of open-source technology with global impact.
- Qualifications: Experience in alliance sales, strong communication skills, and a passion for open-source technologies.
- Other info: Work remotely with occasional international travel to collaborate with partners.
The predicted salary is between 48000 - 84000 £ per year.
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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world\’s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IHV Alliance Sales Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution.
The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements.
Location: This role will be based remotely in EMEA or APAC regions.
As an IHV Alliance Sales Director you will:
- 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
Valued skills and experience
- 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
What we offer colleagues
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
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
Seniority level
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Seniority level
Director
Employment type
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Employment type
Full-time
Job function
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Job function
Sales and Business Development
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Industries
Software Development
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Partner Sales Director - IHV Alliances employer: Canonical
Contact Detail:
Canonical Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Partner Sales Director - IHV Alliances
✨Tip Number 1
Familiarise yourself with Canonical's products, especially Ubuntu and its applications in cloud, AI, and IoT. Understanding how these technologies work will help you engage more effectively with potential partners and demonstrate your expertise during discussions.
✨Tip Number 2
Network with professionals in the open-source community and those who have experience with IHV partnerships. Attend relevant industry events or webinars to build connections that could provide insights or referrals for your application.
✨Tip Number 3
Prepare to discuss your previous experiences in alliance or indirect sales management roles. Be ready to share specific examples of how you've successfully built relationships and driven revenue growth in similar positions.
✨Tip Number 4
Showcase your understanding of the Linux ecosystem and cloud technologies during interviews. Being able to articulate your knowledge in these areas will set you apart as a candidate who can effectively lead partnerships and drive strategic initiatives.
We think you need these skills to ace Partner Sales Director - IHV Alliances
Some tips for your application 🫡
Understand the Role: Before applying, make sure to thoroughly read the job description for the Partner Sales Director - IHV Alliances role at Canonical. Understand the key responsibilities and required skills, such as experience in alliance or indirect sales management and a deep understanding of the Linux and cloud software ecosystem.
Tailor Your CV: Customise your CV to highlight relevant experience that aligns with the job requirements. Emphasise your achievements in sales management, partnership development, and any specific experience with open source technologies or companies mentioned in the job description.
Craft a Compelling Cover Letter: Write a cover letter that showcases your passion for Ubuntu products and your understanding of the open-source landscape. Use specific examples from your past experiences to demonstrate how you can contribute to Canonical's goals and values.
Highlight Soft Skills: In addition to technical skills, emphasise your soft skills such as communication, leadership, and the ability to work in fast-paced environments. These are crucial for the role, especially when managing teams and building relationships with partners.
How to prepare for a job interview at Canonical
✨Research Canonical and Its Products
Before the interview, make sure to familiarise yourself with Canonical's offerings, especially Ubuntu. Understanding their role in open source software and how they fit into the cloud and AI landscape will show your genuine interest and preparedness.
✨Demonstrate Your Alliance Management Experience
Be ready to discuss your previous experience in alliance or indirect sales management roles. Highlight specific examples where you successfully built relationships with partners and drove revenue growth, as this is crucial for the Partner Sales Director position.
✨Showcase Your Technical Knowledge
Given the technical nature of the role, be prepared to discuss your understanding of Linux, cloud technologies, and the software ecosystem. This will help you connect with the technical teams and demonstrate your capability to lead partnerships effectively.
✨Prepare for Scenario-Based Questions
Expect scenario-based questions that assess your problem-solving skills and ability to handle complex situations. Think of examples from your past experiences where you navigated challenges in partnership management or contract negotiations.
