Senior IHV Alliance Sales Lead

4 days ago

Manila, National Capital Region, Philippines beBeeDirector Full time $100,000 - $150,000
Job Description

We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team. This role will be responsible for leading IHV alliances in the EMEA or APAC regions, working closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations.

The IHV Alliance Sales Director will manage and grow a team of Business Development Managers, helping them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion. They will also develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution.

This role requires building trusted relationships with IHV partners, increasing Canonical's market share and attach rate, evangelizing the partnership, and leading all business interactions from engineer to CxO. The successful candidate will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations, and lead executive engagements.

Required Skills and Qualifications
  • 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
Benefits

We offer a competitive compensation package, including a performance-driven annual bonus or commission. Additionally, we provide:

  • Distributed work environment with twice-yearly team sprints in person
  • Personal learning and development budget of USD 2,000 per year
  • Annual compensation review
  • Recognition rewards
  • Annual holiday leave
  • Maternity and paternity leave
  • Team Member Assistance Program & Wellness Platform
  • Opportunity to travel to new locations to meet colleagues
  • Priority Pass and travel upgrades for long-haul company events
About Us

We are 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 our company have worked from home since our inception in 2004.

We are an equal opportunity employer and 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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