Head of OEM Alliances

Canonical Group - Oklahoma City, OK

Full-time - Senior

Remote - Oklahoma City, OK

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The Head of OEM Alliances at Canonical is a leadership role responsible for managing strategic partnerships with Independent Hardware Vendors (IHVs) to drive the success of Canonical's software, solutions, and services. This position focuses on building trusted relationships, increasing market share, and evangelizing Canonical's offerings within the IHV ecosystem. The role requires a deep understanding of the Linux and cloud software landscape, as well as the ability to engage with various stakeholders from engineering teams to C-level executives.

Responsibilities

• Build strategic relationships with IHV partners at various levels.
• Grow 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, and Nokia.
• Work closely with marketing, sales engineering, and product management teams.
• Deliver on targets and objectives while providing a voice of the partner.
• Lead executive interlocks between IHV and Canonical leadership.
• Travel regularly, including international travel, to drive partnerships in person.

Requirements

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on, and a get-it-done mentality.
• Ability to capture customer requirements, evaluate gaps, and identify 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.

Benefits

• Performance-driven annual bonus or commission.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation review.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Employee Assistance Programme.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long-haul company events.