Partner Sales Director - IHV Alliances

Accountabilities:

• • Build, develop, and maintain strategic relationships with IHV partners at executive, technical, and commercial levels.
  • Lead and grow a team of Business Development Managers responsible for developing and expanding IHV opportunities.
  • Identify new business opportunities and develop strategies to increase revenue, market share, and attach rates through strategic alliances.
  • Develop and execute go-to-market strategies for joint solutions, offerings, and partner initiatives.
  • Increase partner awareness of open source capabilities and the value of Ubuntu-based solutions.
  • Manage the full lifecycle of strategic alliances, including commercial planning, contract negotiations, performance tracking, and issue resolution.
  • Lead partnerships across APAC with major infrastructure and hardware organizations.
  • Work closely with sales, marketing, sales engineering, product management, and other cross-functional teams to execute joint initiatives.
  • Lead executive interlocks between partner organizations and internal leadership teams.
  • Capture partner and customer requirements, identify gaps, and translate them into actionable business opportunities.
  • Represent the voice of strategic partners internally and ensure their priorities are reflected in business and product discussions.
  • Lead customer workshops focused on strategic initiatives and business outcomes.
  • Attend industry and sales events, deliver public presentations, and represent the organization in external engagements.
  • Build awareness and advocacy for strategic partnerships across the broader technology ecosystem.
  • Deliver against defined business targets, objectives, and partnership performance goals.
  • Travel regularly, including internationally, to develop and strengthen strategic relationships in person.

  Requirements:

  • Proven experience in alliance management, indirect sales, partner development, or business development leadership roles.
  • Experience working with Hardware OEMs, infrastructure providers, technology partners, or similarly complex enterprise organizations.
  • Strong understanding of enterprise software, Linux, virtualization, containers, cloud technologies, and the broader technology ecosystem.
  • Demonstrated ability to develop and manage strategic relationships with senior executives and decision-makers.
  • Experience leading, mentoring, or managing business development or sales teams.
  • Strong commercial skills, including experience with contract negotiations and business terms.
  • Ability to identify customer and partner requirements, assess gaps, and create new business opportunities.
  • Experience developing and executing go-to-market strategies and joint partner initiatives.
  • Strong understanding of large and complex organizations and the ability to navigate multiple stakeholder groups.
  • Excellent communication, presentation, negotiation, and executive engagement skills.
  • Comfortable representing technology partnerships at customer workshops, sales events, industry forums, and public presentations.
  • Autonomous, disciplined, resourceful, and hands-on, with a strong focus on execution and measurable outcomes.
  • Ability to work effectively in fast-paced, high-pressure environments with clearly defined goals and targets.
  • Strong ownership, accountability, and ability to operate effectively in a globally distributed organization.
  • Passion for open source technology and Linux-based solutions.
  • Professional fluency in English, both written and spoken.
  • Willingness to travel regularly, including internationally, for partner and customer engagements.

  Benefits:

  • Geographically adjusted compensation based on location, experience, and performance.
  • Performance-driven annual bonus or commission.
  • Annual compensation review.
  • Fully distributed and remote work environment.
  • Twice-yearly in-person team sprints and opportunities to meet colleagues globally.
  • USD 2,000 annual personal learning and development budget.
  • Recognition rewards.
  • Annual holiday leave.
  • Maternity and paternity leave.
  • Team Member Assistance Program and Wellness Platform.
  • Opportunities to travel internationally and build relationships with colleagues and partners in different locations.
  • Priority Pass and travel upgrades for long-haul company events.
  • Opportunity to work with major hardware, cloud, and enterprise technology partners.
  • Exposure to strategic initiatives across Linux, open source, cloud, virtualization, containers, and enterprise infrastructure.
  • Opportunity to lead high-impact partnerships and work directly with senior executives across a global ecosystem.