Canonical is hiring a
Head of OEM Alliances

Summary

The Global Lead OEM Alliances at Canonical is a leadership role responsible for strategic IHV Alliances worldwide. The position involves building trusted relationships with IHV partners, increasing Canonical market share and attach rate, and leading all business interactions from engineer to CxO. The role requires experience in alliance or indirect sales management roles, a hands-on mentality, excellent communication skills, and knowledge of Linux, virtualization, containers, and other cloud technologies.

Requirements

• 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

Responsibilities

• Build strategic relationships with IHV partners at 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 with global accounts such as IBM, Samsung, DellEMC, HPE, Nokia etc
• 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

Benefits

• Competitive base pay
• Remote work with regular team-wide in-person sprints
• Personal learning and development budget of 2,000USD per annum
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Parental Leave
• Employee Assistance Programme
• Priority Pass for travel and travel upgrades for long haul company events