Strategic Partnership Leader

7 days ago

Dasmariñas, Calabarzon, Philippines beBeeIHV Full time $1,000,000 - $1,500,000

Key Account Directors play a pivotal role in forging lasting partnerships between vendors and clients.

We are seeking an exceptional IHV Alliance Sales Director to join our strategic partnerships team, who will be responsible for leading IHV Alliances in the EMEA or APAC regions.

  • Foster deep relationships with IHV partners at all levels
  • Elevate their awareness of open source capabilities on Canonical Ubuntu
  • Demonstrate expertise in the Linux and cloud software ecosystem
  • Negotiate contracts and commercial agreements
  • Show a comprehensive 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
  • Collaborate closely with marketing, sales engineering and product management
  • Achieve targets, objectives and provide a voice of the partner
  • Forge executive interlocks between IHV and leadership

This role will be based remotely in EMEA or APAC regions.

Main Responsibilities

The Director is accountable for building trusted relationships with IHV partners, increasing market share and attach rate, evangelizing the partnership and leading all business interactions from engineer to CxO.

Requirements
  • Experience in alliance or indirect sales management roles
  • A self-motivated, disciplined, hands-on individual with a 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
  • Expertise in Linux, virtualization, containers, and other cloud technologies
  • Exceptional communication and presentation skills
About Us

We are a pioneering tech firm driving the global shift to open-source innovation. As the publisher of Ubuntu, a leading open-source project, we empower AI, IoT, and cloud advancements.

We recruit globally and demand excellence from our team members. To succeed, we must excel in our endeavors.

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