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Regional Partnership Executive
2 weeks ago
As a leading provider of open source software and operating systems, we offer a platform that is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.
Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. We are a pioneer of global distributed collaboration, with colleagues in over 75 countries and very few office-based roles.
Teams meet twice to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
We are seeking an IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances in the EMEA or APAC regions.
Key Responsibilities- Build Strategic Relationships: Develop strong relationships with IHV partners at all levels.
- Grow Awareness: Increase their awareness of open source capabilities on Canonical Ubuntu.
- Deep Understanding: Demonstrate a deep understanding of the Linux and cloud software ecosystem.
- Negotiate Contracts: Negotiate contracts and commercial business terms.
- Complex Organizations: Demonstrate a deep understanding of large and complex organizations.
- Lead Partnerships: Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
- EMEA Partnerships: Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens.
- Americas Partnerships: Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro.
- Cross-Functional Teams: Work closely with marketing, sales engineering and product management.
- Deliver Results: Deliver on targets, objectives and provide a voice of the partner.
- Executive Interlocks: Lead executive interlocks between IHV and Canonical leadership.
- International Travel: Travel regularly - sometimes internationally - to drive partnerships in person.
