Head of OEM Alliances

2 semanas atrás

Porto Alegre, Brasil Canonical Tempo inteiro
The role of the Global Lead OEM Alliances at Canonical

Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies often build software-defined solutions which they take to market, and Ubuntu is a key ingredient in cloud-native and edge or IoT solutions. More and more of those solutions depend on open source. Canonical Ubuntu is the best platform for rapid open source innovation.

The Global Lead OEM Alliances is responsible for IHV partner success - we want them to thrive and grow their business with Canonical software, solutions and services. This is a leadership role, responsible for strategic IHV Alliances worldwide.

Reporting to the VP Global Alliances, our IHV Alliance Sales Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and ensure that they consider and integrate Ubuntu stacks and solutions. For example, private clouds, container solutions, and vertical solutions for industries like telco and automotive, are increasingly built on open source and Ubuntu. We are the challenger platform, but we are growing quickly in the industry.

The OEM Director is responsible to build trusted relationships with IHV partners, increase Canonical market share and attach rate, evangelize the partnership and lead all business interactions from engineer to CxO. He/she 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 can be based remotely in the EMEA or Americas region

What your day will look like
  • Build strategic relationships with IHV partners at 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 with global accounts such as IBM, Samsung, DellEMC, HPE, Nokia etc.
  • 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
What we are looking for in you
  • 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 you

Your base pay will depend on various factors including your geographical location, level of experience, knowledge and skills. In addition to the benefits above, certain roles are also eligible for additional benefits and rewards including annual bonuses and sales incentives based on revenue or utilisation. Our compensation philosophy is to ensure equity right across our global workforce.

In addition to a competitive base pay, we provide all team members with additional benefits, which reflect our values and ideals. Please note that additional benefits may apply depending on the work location and, for more information on these, please ask your Talent Partner.

  • Remote work with regular team-wide in-person sprints - we’ve been working remotely since 2004
  • Personal learning and development budget of 2,000USD per annum
  • Annual compensation review
  • Recognition rewards
  • Annual holiday leave
  • Parental Leave
  • Employee Assistance Programme
  • Priority Pass for travel and travel upgrades for long haul company events
About Canonical

Canonical is a pioneering tech firm that is 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 on a daily basis. 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.

Canonical has been a remote-first company since its inception in 2004. Work at Canonical is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical provides a unique window into the world of 21st-century digital business.

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.

#LI-remote

#J-18808-Ljbffr

  • Head of Marketing

    Há 3 horas

    Porto Alegre, Brasil Evermonte Tempo inteiro

    Committed to solid values of excellence in the services offered, our client is a century-old company, with a robust and nationally recognized brand. Seeking to reinforce its presence in the market at a time of profound cultural transformation, it is looking for a Head of Marketing to lead innovative initiatives aligned with the main market trends.As Head of...

  • Head of Legal Latam

    Há 2 dias

    Porto Alegre, Brasil DLL Tempo inteiro

    **Head of Legal LatAm** As the Regional Latin America Head of Legal, you will provide strategic leadership not only in overseeing internal legal operations but also in managing external law firms, litigation, legal operations, legal business, and corporate housekeeping within the LATAM region. Your role involves contributing to strategic planning, policy...

  • Global Head of Talent Acquisition

    3 semanas atrás

    Porto Alegre, Brasil Poatek Tempo inteiro

    The Opportunity The Head of Talent Acquisition is a pivotal leadership role designed to guide and evolve our global talent acquisition strategy, ensuring the attraction, engagement, and hiring of top talent globally. This role is central to our mission of driving growth through a high-performing, diverse workforce, and is directly responsible for...

  • Partner Manager Jr

    2 semanas atrás

    Porto Alegre, Brasil VTEX Tempo inteiro

    Please, select your English proficiency: * Please select Please, select your Spanish proficiency: * Please select Please, select your Italian proficiency: * Please select Please, select your French proficiency: * Please select Are you eligible to work in the country you're applying for? * We define eligibility as being a citizen, a...

  • Production Clerk/programador(a) Pcp

    Há 1 mês

    Porto Alegre, Brasil Regal Rexnord Tempo inteiro

    Analyze sales forecasts and plan production schedules - Perform MRP and generate purchasing and production requirements - Generate purchase requisitions and monitor the process - Review and approve production orders - Manage PCP indicators - Help production meet promised deadlines - Follow up and make personal visits to suppliers - internal and external...

  • Head de comercial e sucesso do cliente

    Há 2 dias

    Porto Alegre, Brasil Imobseguros Tempo inteiro

    You are unable to accessnetvagas.com.brWhy have I been blocked?This website is using a security service to protect itself from online attacks. The action you just performed triggered the security solution. There are several actions that could trigger this block including submitting a certain word or phrase, a SQL command or malformed data.What can I do to...

  • Head de comercial e sucesso do cliente

    2 semanas atrás

    Porto Alegre, Brasil Imobseguros Tempo inteiro

    You are unable to access netvagas.com.brWhy have I been blocked?This website is using a security service to protect itself from online attacks. The action you just performed triggered the security solution. There are several actions that could trigger this block including submitting a certain word or phrase, a SQL command or malformed data. What can I do to...

  • Head de comercial e sucesso do cliente

    Há 3 dias

    Porto Alegre, Brasil Imobseguros Tempo inteiro

    You are unable to accessnetvagas.com.brWhy have I been blocked?This website is using a security service to protect itself from online attacks. The action you just performed triggered the security solution. There are several actions that could trigger this block including submitting a certain word or phrase, a SQL command or malformed data.What can I do to...

  • Paralegal Bdev Ventures Usa

    Há 5 dias

    Porto Alegre, Brasil BairesDev Tempo inteiro

    Who we are BDev Ventures was launched by the team that founded and grew BairesDev into a $220mm+ revenue, 3,000+ person digital transformation company with a presence across the U.S. and Latin America. We partner with B2B product and services companies to accelerate growth with our proprietary revenue generation platform, “BDev Growth Platform”, which...

  • Executivo de Grupos e Eventos

    Há 5 dias

    Porto Alegre, Brasil Hilton Tempo inteiro

    EXECUTIVO DE GRUPOS E EVENTOS A Groups and Events Executive is responsible for receiving groups and events in the hotel, serving as an intermediary between the customer and the commercial and operational areas. It is the customer contact at the time this arrives at the hotel with your event, working with the hotel to achieve the set goals. **What will I be...

  • executivo de grupos e eventos

    Há 6 dias

    Porto Alegre, Rio Grande do Sul, Brasil Hilton Tempo inteiro

    A Groups and Events Executive is responsible for receiving groups and events in the hotel, serving as an intermediary between the customer and the commercial and operational areas. It is the customer contact at the time this arrives at the hotel with your event, working with the hotel to achieve the set goals.What will I be doing?As a Groups and Events...

  • Bra Labs Senior Business Systems Analyst

    Há 1 mês

    Porto Alegre, Brasil ADP Tempo inteiro

    **ADP Roll is hiring a Technical Product Owner** In this role, you will design and help to build the solution for the ADP's next generation products in collaboration with product managers, UX, developers, architects and other teams. We're looking for someone who excels in communicate, design and deliver technical solutions. Whether you're in meetings with...

  • Senior Product Manager

    Há 1 mês

    Porto Alegre, Brasil ADP Tempo inteiro

    **ADP is hiring a Senior Product Owner / Product Manager** - ** **_Are you empathetic to client needs, inspired by transformation and impacting the lives of millions of people every day?_ - _Are you looking to join a dynamic and inclusive team environment with a culture of collaboration and belonging?_ Well, this may be the role for you. Ready to design...

  • Facility Specialist

    Há 1 mês

    Porto Alegre, Brasil SAP Tempo inteiro

    **We help the world run better** PURPOSE AND OBJECTIVES: The Global Real Estate and Facilities (GRF) Organization is starting our transformation that will change how we engage with our key stakeholders. This transformation is necessary to keep up with the fast-changing environment, develop into a stronger digital organization, meet the Board’s ambition...

  • Gerente Senior de Produto

    Há 1 mês

    Porto Alegre, Brasil ADP Tempo inteiro

    **ADP is hiring a SR Product Manager.** - Are you empathetic to client needs and inspired by transformation and impacting the lives of millions of people every day? - Are you looking to join a dynamic, inclusive team environment with a culture of collaboration and belonging? Well, this may be the role for you. Ready to design what's next? In this role, you...