Head of OEM Partnerships

1 month ago

Toronto, Ontario, Canada Canonical - Jobs Full time
Job Title: Head of OEM Alliances

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.

The company is a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

About the Role

The Global Lead OEM Alliances is responsible for IHV partner success - we want them to thrive and grow their business with Canonical software, solutions, and services. This is a leadership role, responsible for strategic IHV Alliances worldwide.

Reporting to the VP Global Alliances, our IHV Alliance Sales Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and ensure that they consider and integrate Ubuntu stacks and solutions. For example, private clouds, container solutions, and vertical solutions for industries like telco and automotive, are increasingly built on open source and Ubuntu.

The OEM Director is responsible for building trusted relationships with IHV partners, increasing Canonical market share and attach rate, evangelizing the partnership, and leading all business interactions from engineer to CxO. He/she will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations, and lead executive engagements.

Key Responsibilities
  • Build strategic relationships with IHV partners at all 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
What We Are Looking For
  • 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
What We Offer

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

  • 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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