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Head of OEM Partnerships

2 months ago

Regina, Saskatchewan, Canada Canonical Full time
About the Role

We are seeking a seasoned professional to lead our OEM partnerships worldwide. As the Global OEM Alliance Director, you will be responsible for driving strategic partnerships with Independent Hardware Vendors (IHVs) and Original Equipment Manufacturers (OEMs) to grow our market share and attach rate.

Key Responsibilities
  • Build and maintain strong relationships with IHV and OEM partners at all levels
  • Grow awareness of Canonical's open source capabilities and Ubuntu platform among IHV and OEM partners
  • Demonstrate a deep understanding of the Linux and cloud software ecosystem, as well as large and complex organizations
  • Negotiate contracts and commercial business terms with IHV and OEM partners
  • Lead partnerships with global accounts, including IBM, Samsung, DellEMC, HPE, and Nokia
  • Work closely with marketing, sales engineering, and product management teams to drive business growth
  • Deliver on targets, objectives, and provide a voice of the partner
  • Lead executive interlocks between IHV/OEM and Canonical leadership
  • Travel regularly to drive partnerships in person
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
About Canonical

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.

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.