Partner Sales Director - IHV Alliances

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partner Sales Director - IHV Alliances based in France. Lead strategic relationships with major infrastructure hardware vendors and drive joint business growth across a global partner ecosystem. This senior leadership role combines alliance management, indirect sales, business development, and go-to-market strategy within the Linux and cloud technology landscape. You will build trusted relationships with senior executives, identify new opportunities, and increase adoption and market presence through strategic partnerships. You will lead a team of Business Development Managers while coordinating closely with sales, marketing, engineering, and product teams. The role also involves commercial negotiations, executive engagements, customer workshops, and public presentations. You will represent the partner voice internally while ensuring joint objectives, performance targets, and strategic initiatives remain aligned. Working remotely across APAC, this position offers extensive international exposure and the opportunity to shape partnerships across enterprise hardware and technology markets. \n Accountabilities: - Build, develop, and maintain strategic relationships with IHV partners at executive, technical, and commercial levels. - Lead and grow a team of Business Development Managers responsible for developing and expanding IHV opportunities. - Identify new business opportunities and develop strategies to increase revenue, market share, and attach rates through strategic alliances. - Develop and execute go-to-market strategies for joint solutions, offerings, and partner initiatives. - Increase partner awareness of open source capabilities and the value of Ubuntu-based solutions. - Manage the full lifecycle of strategic alliances, including commercial planning, contract negotiations, performance tracking, and issue resolution. - Lead partnerships across APAC with major infrastructure and hardware organizations. - Work closely with sales, marketing, sales engineering, product management, and other cross-functional teams to execute joint initiatives.

- Lead executive interlocks between partner organizations and internal leadership teams. - Capture partner and customer requirements, identify gaps, and translate them into actionable business opportunities. - Represent the voice of strategic partners internally and ensure their priorities are reflected in business and product discussions. - Lead customer workshops focused on strategic initiatives and business outcomes. - Attend industry and sales events, deliver public presentations, and represent the organization in external engagements. - Build awareness and advocacy for strategic partnerships across the broader technology ecosystem. - Deliver against defined business targets, objectives, and partnership performance goals. - Travel regularly, including internationally, to develop and strengthen strategic relationships in person. Requirements: - Proven experience in alliance management, indirect sales, partner development, or business development leadership roles. - Experience working with Hardware OEMs, infrastructure providers, technology partners, or similarly complex enterprise organizations. - Strong understanding of enterprise software, Linux, virtualization, containers, cloud technologies, and the broader technology ecosystem. - Demonstrated ability to develop and manage strategic relationships with senior executives and decision-makers. - Experience leading, mentoring, or managing business development or sales teams. - Strong commercial skills, including experience with contract negotiations and business terms. - Ability to identify customer and partner requirements, assess gaps, and create new business opportunities. - Experience developing and executing go-to-market strategies and joint partner initiatives.