Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. The company has 1100+ colleagues in 75+ countries with very few office-based roles. Teams meet two to four times yearly in person in various locations worldwide to align on strategy and execution.The company is founder-led, profitable, and growing.Canonical partners with major OEMs and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu to build software-defined solutions that include Ubuntu for cloud-native, edge, or IoT solutions. The Global Lead OEM Alliances role focuses on IHV partner success and strategic alliances worldwide.Reporting to the VP Global Alliances, the IHV Alliance Sales Director works closely with partners to integrate Ubuntu stacks and solutions into their offerings, especially in private clouds, container solutions, and vertical industries like telco and automotive.Location: This role can be based remotely in the EMEA or Americas region.The role entailsBuild strategic relationships with IHV partners at all levelsGrow partners' 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 with global accounts such as IBM, Samsung, DellEMC, HPE, Nokia, etc.Collaborate closely with marketing, sales engineering, and product management teamsDeliver on targets, objectives, and advocate for partnersLead executive engagements between IHV and Canonical leadershipTravel regularly, sometimes internationally, to drive partnerships in personWhat we are looking for in youExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced, high-pressure environments with measurable goalsExperience with Linux, virtualization, containers, and cloud technologiesExcellent communication and presentation skillsWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually and offer performance-driven bonuses or commissions. Additional benefits include personal learning budgets, recognition rewards, annual leave, parental leave, and more.About CanonicalCanonical is a pioneering tech firm leading the global shift to open source. As the publisher of Ubuntu, a key open-source project for AI, IoT, and the cloud, we set high standards for our global team. We value diversity and provide equal opportunities to all applicants. #J-18808-Ljbffr
