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Head Of Oem Alliances
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.Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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.The company is founder-led, profitable, and growing.Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and many more - are major partners for Canonical. These companies often build software-defined solutions which they take to market, and Ubuntu is a key ingredient in cloud-native and edge or IoT solutions. More and more of those solutions depend on open source. Canonical Ubuntu is the best platform for rapid open source innovation.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. We are the challenger platform, but we are growing quickly in the industry.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.Location: This role can be based remotely in the EMEA or Americas region.The role entails: 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
