About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the creators of Ubuntu, the world's most popular Linux distribution for enterprises, Canonical powers breakthrough initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud providers, silicon manufacturers, and industry giants across sectors. With over 1200 colleagues in more than 75 countries, Canonical embodies a founder-led, profitable, and rapidly growing remote-first culture. Teams collaborate globally, meeting in person two to four times a year in exciting locations to align on strategy and execution. Join us to shape the future of open source and enterprise technology.

Role Overview

The Partner Sales Director - IHV Alliances role at Canonical is a strategic leadership position within our partnerships team. Reporting to the Head of IHV Alliances, you will spearhead alliances in EMEA, APAC, or Americas regions, focusing on Independent Hardware Vendors (IHVs) such as Lenovo, Huawei, Quanta, Fujitsu, Dell, HPE, IBM, and more. This home-based, worldwide remote role demands a seasoned sales leader to build trusted relationships with senior executives, drive revenue growth, and expand Canonical's market share through Ubuntu integrations. Expect regular travel, including international trips, to foster partnerships and deliver workshops. If you thrive in high-pressure environments and are passionate about open source, this is your opportunity to lead transformative alliances.

Key Responsibilities

As Partner Sales Director - IHV Alliances, you will:

• Build and nurture strategic relationships with IHV partners from engineers to CxOs.
• Grow partner awareness of Ubuntu's open source capabilities in cloud, AI, and IoT.
• Lead partnerships in APAC (Lenovo, Huawei, etc.), EMEA (Ericsson, Nokia, etc.), and Americas (Dell, HPE, etc.).
• Negotiate contracts, commercial terms, and resolve issues to ensure alliance success.
• Develop and execute go-to-market strategies for joint offerings, tracking performance and revenue.
• Manage and coach a team of Business Development Managers to pursue new opportunities.
• Evangelize partnerships through sales events, public presentations, and executive interlocks.
• Collaborate with marketing, sales engineering, and product teams to meet targets.
• Deliver customer workshops and provide partner voice to internal stakeholders.

Qualifications & Requirements

Canonical seeks candidates with proven expertise in alliance sales. Valued skills include:

• Extensive experience in alliance or indirect sales management roles.
• Deep knowledge of Linux, virtualization, containers, cloud ecosystems, and large organizations.
• Autonomous, disciplined, hands-on approach with a get-it-done mentality.
• Exceptional ability to capture requirements, evaluate gaps, and create opportunities.
• Passion for Ubuntu and Canonical's open source mission.
• Comfort in fast-paced, high-pressure settings with measurable goals.
• Superior communication, presentation, and negotiation skills.

This role requires regular travel and the ability to work across time zones in a distributed environment.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses/commissions. Key benefits include:

• Fully distributed work with twice-yearly team sprints in global locations.
• USD 2,000 personal learning and development budget annually.
• Recognition rewards and annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Priority Pass and travel upgrades for company events.
• Opportunities to travel and meet colleagues worldwide.

We ensure fairness and balance to meet local needs globally.

Career Growth

At Canonical, career progression is driven by performance and impact. As a Partner Sales Director, you'll gain exposure to executive leadership, global partnerships, and cutting-edge technologies. Our remote-first model, combined with structured sprints and learning budgets, fosters continuous development. High performers see rapid advancement, with opportunities to influence strategy at the highest levels. Canonical's growth trajectory means abundant paths in sales, partnerships, product, and beyond, all while contributing to Ubuntu's dominance in open source.

Why Join Canonical

Canonical stands out for its remote-first culture, profitability, and commitment to open source innovation. Work on Ubuntu, the backbone of enterprise Linux, alongside top talent from 75+ countries. Enjoy unparalleled work-life balance with flexible remote work, generous perks, and meaningful travel. Be part of a founder-led company shaping AI, cloud, and IoT futures. Our emphasis on fairness, recognition, and development makes Canonical a premium employer for ambitious tech professionals.

Role FAQs

Q: Is this role fully remote? Yes, home-based worldwide, primarily in EMEA or APAC, with regular travel.

Q: What is the focus of IHV alliances? Driving Ubuntu adoption on hardware from partners like Dell, Huawei, and HPE.

Q: What travel is involved? Regular, sometimes international, for meetings, workshops, and events.

Q: Are there team management responsibilities? Yes, you'll lead Business Development Managers.

Q: How does compensation work? Base pay plus performance bonus/commission, reviewed annually.