IHV Alliance Director

Job Description

Hardware brands - Dell, HPE, IBM, Lenovo, Cisco, Ericsson 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 IHV Alliance Sales Senior Director 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 and management role, responsible for a team who cover all IHV Alliances worldwide. Reporting to the VP Global Alliances & Channels, our IHV Alliance Senior 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 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. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements. As an IHV Alliance Business Development Director you will: Build strategic relationships with IHV partners at levelsGrow their awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemNegotiate contracts and commercial business termsDemonstrate a deep understanding of large and complex organizationsLead 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, SiemensLead partnerships in the Americas with companies like Dell, HPE, IBM, SupermicroWork closely with marketing, sales engineering and product managementDeliver on targets, objectives and provide a voice of the partnerLead executive interlocks between IHV and Canonical leadershipTravel regularly - sometimes internationally - to drive partnerships in person Valued Skills And Experience Experience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologies.Excellent communication and presentation skills What Canonical offers Personal learning and development budget Annual compensation reviewRecognition rewardsAnnual leavePriority Pass for travel Canonical is a growing international software company that works with the open-source community to deliver Ubuntu, the world's best free software platform.Our services help businesses worldwide reduce costs, improve efficiency and enhance security with Ubuntu. We are proud to foster a workplace free of 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.