Partner Sales Director - IHV Alliances

Home Based - Americas🌐 Remote💼 Full-time🗓 2026-09-24 → 2026-09-26

Core

Lead global IHV (Independent Hardware Vendor) alliances to drive revenue growth, market expansion, and joint business objectives with strategic partners.

Role type

Senior IC sales director (alliance management)

Builds

Strategic partnerships with IHVs (e.g., Dell, Huawei, Ericsson) and joint offerings

Domain

Open source software, Linux, cloud, and enterprise technology

Deliverable

Required skills

Alliance or indirect sales management, contract negotiation, executive relationship building, go-to-market strategy, team leadership, understanding of Linux/cloud ecosystems

Preferred skills

Experience with Linux, virtualization, containers, and cloud technologies

Technologies

Ubuntu, Linux, virtualization, containers

Responsibilities

Build strategic relationships with IHV partners at all levels, negotiate contracts and commercial terms, lead executive engagements and workshops, manage a team of Business Development Managers, deliver on targets and objectives, travel internationally to drive partnerships

Seniority

Senior, hands-on IC

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About Canonical

Canonical is 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 Canonical have worked from home since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work s