The role of the Global Lead OEM Alliances at Canonical involves working with major OEM or Independent Hardware Vendor (IHV) brands such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies build software-defined solutions that integrate Ubuntu, a key ingredient in cloud-native and edge or IoT solutions, which increasingly depend on open source. The Global Lead OEM Alliances is responsible for IHV partner success, ensuring they thrive and grow their business with Canonical software, solutions, and services. This is a leadership role responsible for strategic IHV Alliances worldwide.
Reporting to the VP Global Alliances, the IHV Alliance Sales Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and integrate Ubuntu stacks and solutions. The OEM Director is responsible for building trusted relationships with IHV partners, increasing Canonical's market share and attach rate, evangelizing the partnership, and leading all business interactions from engineer to CxO. Responsibilities include running customer workshops, attending sales events, giving public presentations, and leading executive engagements.
What your day will look like:Build strategic relationships with IHV partners at all levels.Grow their awareness of open source capabilities on Canonical Ubuntu.Demonstrate a deep understanding of the Linux and cloud software ecosystem.Negotiate contracts and commercial business terms.Lead partnerships with global accounts such as IBM, Samsung, DellEMC, HPE, and Nokia.Work closely with marketing, sales engineering, and product management.Deliver on targets and objectives and provide a voice of the partner.Lead executive interlocks between IHV and Canonical leadership.Travel regularly, sometimes internationally, to drive partnerships in person.What we are looking for in you:Experience in alliance or indirect sales management roles.Autonomous, disciplined, hands-on, get-it-done mentality.Ability to capture customer requirements, evaluate gaps, identify, and create opportunities.Passionate about Ubuntu products and mission.Comfortable in fast-paced and high-pressure environments with measurable goals.Experience with Linux, virtualization, containers, and other cloud technologies.
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