Partner Sales Director IHV Alliances

About Canonical

Canonical is a provider of open source software and operating systems for global enterprise and technology markets. The company's platform, Ubuntu, is used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Canonical serves leading public cloud and silicon providers, and industry leaders across various sectors. The company operates with a global distributed collaboration model, with over 1200 colleagues in more than 75 countries and limited office-based roles. Teams meet in person two to four times annually for strategic alignment.

The Role: Partner Sales Director IHV Alliances

Canonical is seeking an experienced Partner Sales Director IHV Alliances to join its strategic partnerships team. This full-time role is based in Riyadh, Saudi Arabia, and requires 5-10 years of experience. The Director will be responsible for leading IHV Alliances globally, across AMER, EMEA, or APAC regions, reporting to the Head of IHV Alliances. The position involves working with IHV and Canonical teams to develop and maintain relationships with senior executives at strategic partner organizations, fostering collaboration on joint business objectives.

Key Responsibilities

• Lead IHV Alliances globally, specifically in AMER, EMEA, or APAC regions.
• Manage and grow a team of Business Development Managers.
• Identify and pursue new business opportunities with IHVs to drive revenue growth and market expansion.
• Develop and execute go-to-market strategies for joint offerings.
• Oversee the day-to-day management of alliances, including contract negotiations, performance tracking, and issue resolution.
• Build strategic relationships with IHV partners at all levels, from engineers to CxOs.
• Increase Canonical's market share and attach rate with IHV partners.
• Lead partnerships in APAC with companies such as Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, and NEC.
• Lead partnerships in EMEA with companies such as Ericsson, Nokia, Bull, and Siemens.
• Lead partnerships in the Americas with companies such as Dell, HPE, IBM, and Supermicro.
• Work closely with marketing, sales engineering, and product management teams.
• Deliver on targets and objectives, and provide partner feedback.
• Lead executive interlocks between IHV and Canonical leadership.
• Travel regularly, including internationally, to foster partnerships in person.

Required Qualifications and Experience

• 5-10 years of relevant professional experience.
• Demonstrated understanding of the Linux and cloud software ecosystem.
• Experience in negotiating contracts and commercial business terms.
• Ability to understand large and complex organizations.
• Proven ability to build strategic relationships with partners at all levels.

Work Environment and Culture

Canonical operates as a pioneer of global distributed collaboration, with most colleagues working remotely since the company's inception in 2004. The company emphasizes a high standard for new hires and expects excellence in performance. Canonical is an equal opportunity employer committed to fostering a workplace free from discrimination, valuing diversity of experience, perspectives, and background.

Compensation

Compensation at Canonical is determined by geographical location, experience, and performance, and is reviewed annually. In addition to base pay, the company offers a performance-driven annual bonus or commission, along with additional benefits designed to meet local needs and ensure global fairness. Salary details for this role are not disclosed.