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.