Enterprise Partnership Strategist

1 week ago

Sydney, New South Wales, Australia beBeeStrategic Full time $270,000 - $295,000
Business Development Director

Canonical, a leading provider of open source software and operating systems, is seeking an experienced Business Development Director to join its strategic partnerships team.

This role will be responsible for leading IHV Alliances in the EMEA or APAC regions. The successful candidate will work closely with Canonical teams and IHV partners to develop and maintain strong relationships with senior executives at strategic partner organizations.

The Business Development Director will manage and grow a team of Business Development Managers and help them identify and pursue new business opportunities with IHVs. They will drive revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of alliances, including contract negotiations and performance tracking, and issue resolution.

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 in APAC with companies like Lenovo, Huawei, Quanta, Fujitsu, Inspur, H3C, NEC, Asus etc.
  • Lead partnerships in EMEA with companies like Ericsson, Nokia, Bull, Siemens
  • Lead partnerships in the Americas with companies like Dell, HPE, IBM, Supermicro
  • 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

The ideal candidate will have 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.

Prior experience with Linux, virtualization, containers, and other cloud technologies, excellent communication and presentation skills.

Benefits: As a key member of our partnerships team, you will have the opportunity to make a significant impact on our business growth and success.

Requirements: To be considered for this role, you must have a proven track record of successfully managing alliances and driving business growth.

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