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Canonical · 4 months ago

Partner Sales Director - IHV Alliances

Wichita, KS

Full-time

Onsite

Director/Executive

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. They are seeking a highly motivated and experienced IHV Alliance Sales Director to lead IHV Alliances in the EMEA or APAC regions, responsible for developing strategic relationships with partners and driving revenue growth.

Computer Software

Responsibilities

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

Qualification

Alliance sales managementLinux expertiseCloud technologiesContract negotiationBusiness developmentCustomer requirements captureCommunicationPresentation skillsFast-paced environment adaptability