Open Source Enterprise Sales / Alliances

Accountabilities:: Own and grow strategic enterprise customer or partner relationships, developing opportunities that generate sustainable revenue and long-term value. Build and execute sales or alliance strategies, including identifying new markets, expanding existing accounts, and developing go-to-market opportunities. Develop a strong understanding of Linux, cloud technologies, open source ecosystems, and commercial open source models to effectively engage customers and partners. Negotiate contracts, commercial terms, and partnership agreements while driving opportunities through the sales cycle. Increase customer and partner awareness of open source capabilities and identify opportunities to apply these technologies to complex business needs. Collaborate with field sales, marketing, sales engineering, product management, customer success, finance, legal, and support teams to progress opportunities and achieve commercial objectives. Represent the voice of customers and partners internally, providing insights that can inform business strategy, product direction, and market expansion. Lead executive-level engagements between strategic customers or partners and internal leadership. Support and develop relationships across global system integrators, solution integrators, hardware and software vendors, distributors, and other channel partners. Travel domestically and internationally to strengthen partnerships, meet customers, participate in events, and support strategic business development. Requirements: Demonstrated track record of exceeding expectations and delivering strong revenue results in technology, enterprise software, infrastructure, or a related field. Proven experience in enterprise technology sales, strategic partnerships, alliances, channel development, or a comparable commercial role. Strong understanding of Linux, open source technologies, cloud ecosystems, and open source commercial models. Experience developing strategic relationships, managing complex sales engagements, and negotiating commercial agreements. Strong business judgment, ownership, accountability, and a results-oriented approach to achieving commitments. Excellent written and spoken English, with strong presentation, communication, and executive engagement skills. Ability to confidently exchange feedback, challenge ideas respectfully, and contribute constructively in a collaborative environment. Strong interpersonal skills, curiosity, adaptability, and the ability to work effectively across cultures and international teams. Evidence of leadership, continuous learning, mentoring, or professional development. Genuine passion for technology, demonstrated through professional experience, personal projects, technical initiatives, or continued learning. Strong self-motivation, work ethic, organization, and personal drive, with the ability to succeed in a highly distributed environment. A technical undergraduate degree is preferred, although a compelling alternative professional or educational path may also be considered. Willingness and ability to travel internationally for company events and regularly for customer, partner, and industry engagements. Benefits: Geographically adjusted compensation based on location, experience, and performance. Performance-driven annual bonus or commission in addition to base compensation. Annual compensation reviews, with additional review opportunities for graduates and associates. Fully distributed work environment with in-person team gatherings and strategic sprints. Personal learning and development budget of USD 2,000 per year. Recognition and performance rewards. Annual holiday leave. Maternity and paternity leave. Employee Assistance Program, including health and wellness resources. Opportunities to travel internationally and collaborate with colleagues in different locations. Priority Pass access and travel upgrades for eligible long-haul company events.