Head of OEM Partnerships
il y a 2 semaines
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is 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.
About the RoleThe Global Lead OEM Alliances is responsible for IHV partner success, ensuring they thrive and grow their business with Canonical software, solutions, and services. This leadership role involves strategic IHV Alliances worldwide, working closely with partners to engage with their innovation teams and integrate Ubuntu stacks and solutions.
Key Responsibilities- Build trusted relationships with IHV partners at various levels.
- Grow their awareness of open source capabilities on Canonical Ubuntu.
- Negotiate contracts and commercial business terms.
- 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 to drive partnerships in person.
- 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.
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.
What We Offer- 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.
- Employee Assistance Programme.
- Opportunity to travel to new locations to meet colleagues.
- Priority Pass, and travel upgrades for long-haul company events.
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