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Strong fit if you lead partner sales with hardware vendors and can represent a global Ubuntu-centric vendor. Thin public review data and multi-country listing mean culture and day-to-day setup should be validated directly with Canonical recruiters.
As Partner Sales Director for IHV Alliances at Canonical, a typical day centers on independent hardware vendor relationships that extend Ubuntu and Canonical’s commercial stack. Expect partner account planning, joint go-to-market with IHVs, pipeline reviews with regional sales, and alignment with product teams so hardware platforms ship as first-class Ubuntu targets. Multi-country coverage means async coordination across time zones and travel or partner events as deals require.
No occupation or certification package was provided. Practical focus for this title: enterprise partner management, hardware/OEM or IHV ecosystems, open-source and Linux go-to-market literacy, multi-geo stakeholder management, and commercial negotiation. Formal certs are not required by the given data.
It markets commercial support and related services for Ubuntu and allied open-source projects, founded in 2004 and headquartered in London.
The listing flags remote as off (0) and spans several countries; confirm work location with the employer.
No certification resources were supplied for this posting; partner-sales and open-source commercial experience matter more than named certs here.
Website: canonical.com
Canonical Ltd. is a privately held company supporting computer software, based in London, England. It was founded and funded by South African entrepreneur Mark Shuttleworth to market commercial support and related services for the operating system Ubuntu, and related projects. Canonical employs staff in more than 70 countries and maintains offices in London, Austin, Boston, Shanghai, Beijing, Taipei, Tokyo and the Isle of Man.
Public cache only — not an employee review.
Canonical is hiring a Partner Sales Director – IHV Alliances to lead independent hardware vendor (IHV) partnerships across the EMEA or APAC regions, growing the reach of Ubuntu and open source across the world's most influential silicon and systems manufacturers. About the Role This is a remotely based, full-time leadership position within Canonical's strategic partnerships organisation, reporting to the Head of IHV Alliances. As Partner Sales Director – IHV Alliances, you will own the relationships, revenue, and go-to-market execution that connect Canonical with leading hardware vendors. You will lead a team of Business Development Managers, cultivate executive-level trust with strategic partners, and represent the partner's voice inside Canonical — engaging across every level, from engineers to the C-suite. Key Responsibilities Forge and deepen strategic relationships with IHV partners at every organisational level, broadening their awareness of open source on Ubuntu. Build and develop a team of Business Development Managers, helping them surface and win new opportunities that expand revenue and market share. Shape and deliver joint go-to-market strategies, while managing alliances day to day — including contract negotiation, performance tracking, and issue resolution. Lead partnerships with vendors such as Lenovo, Huawei, Fujitsu, and NEC in APAC; Ericsson, Nokia, and Siemens in EMEA; and Dell, HPE, IBM, and Supermicro in the Americas. Collaborate closely with marketing, sales engineering, and product management to grow Canonical's attach rate and evangelise the partnership. Run customer workshops, deliver public presentations, host sales events, and drive executive interlocks between IHV and Canonical leadership. Travel regularly, including internationally, to build partnerships face to face. Qualifications A track record in alliance or indirect sales management. An autonomous, disciplined, hands-on approach with a get-it-done mindset. Skill in capturing customer requirements, assessing gaps, and creating opportunities. Hands-on familiarity with Linux, virtualization, containers, and cloud technologies, plus a strong grasp of large, complex organisations. Outstanding communication and presentation ability, and genuine enthusiasm for Ubuntu and Canonical's mission. Comfort thriving in fast-paced, high-pressure environments measured by clear targets. About Canonical Canonical is the publisher of Ubuntu, the open-source platform powering AI, IoT, and the cloud. Founder-led, profitable, and growing, the company pioneered…
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