Enterprise Partnership Growth Specialist

1 day ago

Davao City, Davao, Philippines beBeeAlliance Full time $1,200,000 - $1,500,000
IHV Alliance Sales Director

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 initiatives such as public cloud, data science, AI, engineering innovation, and IoT.

We are seeking a highly motivated and experienced IHV Alliance Sales Director to lead our strategic partnerships team in the EMEA or APAC regions.

The IHV Alliance Sales Director will work closely with IHV teams in those geographies to develop strong relationships with senior executives at partner organizations, fostering collaboration and alignment on joint business objectives.

This role involves managing and growing a team of Business Development Managers, identifying new business opportunities with IHVs, driving revenue growth and market expansion, developing go-to-market strategies for joint offerings, overseeing alliance management including contract negotiations and performance tracking, and issue resolution.

Key Responsibilities
  • Develop strategic partnerships with IHVs at all levels
  • Grow awareness of open source capabilities on Canonical Ubuntu
  • Demonstrate expertise in Linux and cloud software ecosystems
  • Negotiate contracts and commercial terms
  • Understand complex organizational structures
  • 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 with marketing, sales engineering, and product management teams
  • Deliver on targets and provide a voice of the partner
  • Establish executive relationships between IHV and Canonical leadership
Requirements
  • Experience in alliance or indirect sales management roles
  • A autonomous, disciplined, hands-on approach
  • Ability to capture customer requirements and create opportunities
  • Passion for Ubuntu products and mission
  • Comfortable working in fast-paced and high-pressure environments with measurable goals
  • Experience with Linux, virtualization, containers, and other cloud technologies

Benefits

This role offers a unique opportunity to drive business growth, develop strategic partnerships, and lead a talented team of professionals.

How to Apply

To apply for this exciting opportunity, please submit your application through the designated channel.

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