Senior Sales Director

1 day ago

Marikina City, National Capital Region, Philippines beBeeDirector Full time $150,000 - $250,000
Job Description

We are seeking a highly motivated and experienced Sales Director to join our strategic partnerships team. The successful candidate will be responsible for leading IHV alliances in the EMEA or APAC regions.

The IHV Alliance Sales Director will work closely with IHV and our teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations. They will foster collaboration and alignment on joint business objectives, manage and grow a team of Business Development Managers, and identify and pursue new business opportunities with IHVs.

The Director will oversee the day-to-day management of alliances, including contract negotiations and performance tracking, and issue resolution. They will build trusted relationships with IHV partners, increase our market share and attach rate, and evangelize the partnership.

The IHV Alliance Sales Director will lead all business interactions from engineer to CxO, often running customer workshops focused on particular initiatives at that customer, attending sales events, giving public presentations, and leading executive engagements.

Main Responsibilities:

  • Build strategic relationships with IHV partners at all levels
  • GrowCount awareness of open source capabilities on Canonical Ubuntu
  • Demonstrate a deep understanding of the Linux and cloud software ecosystem
  • Negotiate contracts and commercial business terms
  • Demonstrate a deep 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
  • Work closely with marketing, sales engineering, and product management
  • Deliver on targets, objectives, and provide a voice of the partner
  • Lead executive interlocks between IHV and our leadership
  • Travel regularly - sometimes internationally - to drive partnerships in person
Required Skills and Qualifications

To succeed in this role, you will need:

  • 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
  • Excellent communication and presentation skills
Benefits

We offer:

  • 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. 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.

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