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Head of OEM Partnerships

hace 2 meses

Madrid, Madrid, España Canonical A tiempo completo
About the Role

The Global Lead OEM Alliances at Canonical is a strategic leadership position responsible for driving the success of Independent Hardware Vendor (IHV) partners worldwide. This role is a key part of Canonical's business, as IHVs are major partners for the company.

Key Responsibilities
  • Build and maintain trusted 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
  • 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 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 on a daily basis. 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.