Lead IHV (independent hardware vendor) alliances in EMEA or APAC, reporting to the Head of IHV Alliances and managing a team of Business Development Managers, owning and growing the OEM alliance business with global server, PC and IoT device partners.
Build strategic relationships with IHV partners at all levels, including executive interlocks between IHV and Canonical leadership
Grow partners' awareness of open source capabilities on Ubuntu
Identify and pursue new IHV business opportunities, drive revenue growth and expand market reach
Develop and execute go-to-market strategies for joint offerings
Manage day-to-day alliance operations, including contract and commercial term negotiation, performance tracking and issue resolution
Work with marketing, sales engineering and product management
Deliver against targets and represent the partner's voice internally
Travel regularly, sometimes internationally, to meet partners in person
Lead partnerships in your region (e.g. APAC partners such as Lenovo and Huawei, EMEA partners such as Ericsson and Nokia)
Requirements
Experience in alliance or indirect sales management
Understanding of the Linux and cloud software ecosystem, including Linux, virtualization, containers and cloud technologies
Ability to capture customer requirements, identify gaps and create opportunities
Negotiation skills and an understanding of large, complex organizations
Excellent communication and presentation skills
Self-directed, hands-on and comfortable with fast-paced, high-pressure environments with measurable goals
Passion for Ubuntu and Canonical's mission
Done for you
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Denidel's HR team submits and tracks the application on your behalf.
