Partner Sales Director

4 semanas atrás

Florianópolis, Santa Catarina, Brasil Canonical Tempo inteiro
Overview

Canonical is seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances in the EMEA or APAC regions. Reporting to the Head of IHV Alliances, you will work closely with IHV and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations, foster collaboration on joint business objectives, and lead go-to-market initiatives. You will manage and grow a team of Business Development Managers to identify and pursue new opportunities with IHVs, drive revenue growth and market expansion, and oversee contract negotiations, performance tracking, and issue resolution. This role is based remotely in the EMEA or APAC regions.



Responsibilities
  • Build strategic relationships with IHV partners at all levels
  • Grow awareness of open source capabilities on Canonical Ubuntu
  • Demonstrate a deep understanding of the Linux and cloud software ecosystem
  • Negotiate contracts and commercial terms
  • Understand 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 and objectives and provide the 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
  • Distributed work environment with twice-yearly in-person team sprints
  • Personal learning and development budget of USD 2,000 per year
  • Annual compensation review; performance-driven bonus or commission
  • Comprehensive benefits reflecting our values
  • Geographic location and experience-based compensation
  • Annual holiday leave; maternity and paternity leave
  • Team Member Assistance Program & Wellness Platform
  • Opportunities to travel to new locations to meet colleagues


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.



Equal Opportunity

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.

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