Reporting to the Head of IHV Alliances, work with hardware vendor partners (such as Dell, HPE, Lenovo and Cisco) and Canonical teams to grow the Ubuntu business through those partners by enabling their teams, generating and closing opportunities, and increasing market share and attach rate.
Build strategic relationships and enable partner teams on the partnership
Build pipeline and close opportunities through the IHV
Raise partner awareness of Ubuntu's open source capabilities
Demonstrate a deep understanding of the Linux and cloud software ecosystem
Meet targets and represent the partner's voice internally
Travel regularly, sometimes internationally, to meet partners in person
Align and support internal Canonical field teams
Expand existing IHV customer footprints and upsell the broader portfolio
Contribute to broader strategy, initiatives and campaigns
Requirements
Experience in alliance or indirect sales management
Autonomous, disciplined and hands-on, with a strong drive to get things done
Ability to capture customer requirements, evaluate gaps and create opportunities
Passion for Ubuntu and Canonical's mission
Comfort in fast-paced, high-pressure environments with measurable goals
Experience with Linux, virtualization, containers and cloud technologies
Excellent communication and presentation skills
Strong teamwork, accountability and customer support skills
Working knowledge of IHVs, including their products, go-to-market motion and field organizations
Experience managing cross-functional teams and a track record of operational excellence
Willingness to travel up to four times a year for internal events
Nice to have: hands-on experience with Salesforce and Google Suite
Done for you
We'll apply to this for you
Denidel's HR team submits and tracks the application on your behalf.
