IHV Alliance Strategic Director

2 days ago

Adelaide, South Australia beBeePartnership Full time US$100,000 - US$200,000
Strategic Partnerships Lead

We are seeking a highly motivated and experienced individual to lead our IHV alliances in the EMEA or APAC regions.

  • Establish strong relationships with IHV partners at all levels, drive awareness of open source capabilities on Canonical Ubuntu, demonstrate expertise in the Linux and cloud software ecosystem.
  • Negotiate contracts and commercial terms, leverage 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.
  • Collaborate closely with marketing, sales engineering and product management, deliver on targets and objectives, provide strategic partner insights.

Key responsibilities include:

  • Managing and growing a team of Business Development Managers.
  • Identifying and pursuing new business opportunities with IHVs, driving revenue growth and market expansion.
  • Developing and executing go-to-market strategies for joint offerings, overseeing day-to-day alliance management including contract negotiations and performance tracking, issue resolution.
  • Building trusted relationships with IHV partners, increasing market share and attach rate, evangelizing partnerships and leading business interactions from engineer to CxO.

What we offer:

  • Distributed work environment with regular team sprints.
  • Personal learning and development budget.
  • Annual compensation review.
  • Recognition rewards.
  • Annual holiday leave.
  • Maternity and paternity leave.
  • Wellness platform and support services.
  • Opportunity to travel and meet colleagues.

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