[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Partner Sales Director – IHV Alliances AI Summary Canonical is seeking a senior alliance sales leader to develop and expand global partnerships with independent hardware vendors. The role manages Business Development Managers, builds executive-level partner relationships, negotiates commercial terms, and drives joint go-to-market activity. Success depends on strong knowledge of Linux, cloud infrastructure, virtualization, containers, and complex enterprise sales cycles. The director will work across AMER, EMEA, or APAC and travel internationally to support workshops, events, and executive engagements. This is a remote, target-driven leadership role with significant strategic and commercial ownership.[Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from🌐 AnywhereSalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished12 Nov 2026Apply before12 Dec 2026Listing views44Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Canonical](https://jobicy.com/company/canonical-ltd.md) is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. We are seeking a highly motivated and experienced IHV Alliance Sales Director to join our strategic partnerships team who will be responsible for leading IHV Alliances globally, in AMER, EMEA or APAC regions. Reporting to the Head of IHV Alliances, the IHV Alliance Sales Director will work closely with IHV and Canonical teams in those geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IHV Alliance Sales Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances including contract negotiations and performance tracking, and issue resolution. The Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelising the partnership and leading all business interactions from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and lead executive engagements. Location: This role will be based remotely in AMER, EMEA or APAC regions. As an IHV Alliance Sales Director you will: * 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 * Demonstrate a deep understanding of large and complex organizations * Lead partnerships in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc. * Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens * Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro * Work closely with marketing, sales engineering and product management * Deliver on targets, 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 Valued skills and experience * 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. * Excellent communication and presentation skills What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. * Distributed work environment with twice-yearly team sprints in person * Personal learning and development budget of USD 2,000 per year * Annual compensation review * Recognition rewards * Annual holiday leave * Maternity and paternity leave * Team Member Assistance Program & Wellness Platform * Opportunity to travel to new locations to meet colleagues * Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products.[Whatever your identity, we will give your application fair consideration.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/161689-partner-sales-director-ihv-alliances.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior global leadership role combining alliance strategy, team management, enterprise negotiations, and technical credibility in the cloud ecosystem. It requires influencing C-level stakeholders while delivering measurable commercial outcomes across multiple regions. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$180,000US market range (per year)$150k–$230k0$253.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay amount is disclosed. Yearly compensation is inferred from the senior full-time sales leadership scope and common market practice; the estimated USD range represents base salary only and excludes commission or annual bonus. ## Core skills Skills and capabilities most closely associated with this opportunity. [Alliance management](https://jobicy.com/jobs?search_keywords=Alliance%20management.md)[Indirect sales](https://jobicy.com/jobs?search_keywords=Indirect%20sales.md)[Strategic partnerships](https://jobicy.com/jobs?search_keywords=Strategic%20partnerships.md)[Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Linux](https://jobicy.com/jobs?search_keywords=Linux.md)[Cloud computing](https://jobicy.com/jobs?search_keywords=Cloud%20computing.md)[Virtualization](https://jobicy.com/jobs?search_keywords=Virtualization.md)[Containers](https://jobicy.com/jobs?search_keywords=Containers.md)[Team leadership](https://jobicy.com/jobs?search_keywords=Team%20leadership.md)[Public speaking](https://jobicy.com/jobs?search_keywords=Public%20speaking.md)[Partner relationship management](https://jobicy.com/jobs?search_keywords=Partner%20relationship%20management.md) Sample interview questionsHow would you build a strategic account plan for a major IHV partner?I would begin by mapping executive sponsors, technical influencers, commercial priorities, current joint revenue, and whitespace opportunities. I would then define shared objectives, a joint go-to-market plan, measurable pipeline targets, governance cadence, and executive checkpoints. Describe how you would handle a partner whose commercial goals conflict with Canonical's strategic priorities. I would clarify the underlying business drivers on both sides, identify areas of mutual value, and propose options that protect Canonical's strategic position while giving the partner a credible path to value. If needed, I would escalate decisions through a structured executive governance process with clear trade-offs. How do you lead a distributed business development team against measurable targets? I set clear regional objectives, leading indicators, account ownership, and regular operating reviews. I combine data-driven pipeline inspection with coaching, remove cross-functional blockers, and maintain frequent communication so team members can operate independently while staying aligned. What technical knowledge is important when selling alliances around Ubuntu and cloud infrastructure? A leader should understand Linux adoption drivers, cloud deployment models, virtualization, containers, hardware enablement, and the operational needs of enterprise customers. The goal is not to replace sales engineering, but to connect technical capabilities to a compelling joint commercial outcome. How would you prepare for an executive workshop with an IHV and a shared enterprise customer? I would align the agenda with both partners in advance, establish the customer's strategic problem, confirm decision makers, and prepare a concise narrative linking the joint solution to business outcomes. After the workshop, I would document actions, owners, timelines, and the agreed opportunity plan. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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