Partner Sales Director - IHV Alliances

Overview

Accountabilities

• Develop and manage strategic relationships with IHV partners at executive and operational levels, building long-term alignment and collaboration on joint business objectives.
• Lead the execution of alliance-driven go-to-market strategies, driving indirect revenue growth through OEMs, hardware partners, and ecosystem channels.
• Negotiate commercial agreements, contracts, and partnership terms while ensuring alignment with strategic and financial objectives.
• Coordinate cross-functional teams (sales engineering, product, marketing, and engineering) to support partner initiatives and solution delivery.
• Drive expansion of open-source technology adoption across partner ecosystems, increasing awareness and commercial uptake of enterprise solutions.
• Represent the organization in executive-level engagements, industry events, workshops, and partner-facing presentations.
• Provide structured feedback from partners into internal teams to influence product direction and strategic decision-making.

Requirements

• Proven experience in alliance management, partner sales, or indirect sales leadership within enterprise technology, ideally in infrastructure, cloud, or open-source ecosystems.
• Strong background working with hardware OEMs or large enterprise technology partners in global markets.
• Demonstrated ability to build and grow complex partner relationships, including C-level engagement and executive alignment.
• Solid understanding of Linux, cloud computing, virtualization, containers, and modern enterprise infrastructure ecosystems.
• Strong commercial acumen with experience negotiating contracts, managing revenue targets, and driving partner-led growth.
• Excellent communication, presentation, and influencing skills across technical and executive audiences.
• Self-driven, highly autonomous, and comfortable operating in fast-paced, distributed, and performance-oriented environments.
• Passion for open-source technologies and ability to articulate their value within enterprise and hardware contexts.

Benefits

• Fully remote work model with global collaboration and flexibility.
• Competitive compensation package including performance-based bonus or commission structure.
• Annual learning and development budget to support continuous skill growth.
• Regular compensation reviews to ensure market alignment and recognition of performance.
• Paid annual leave, parental leave, and wellness support programs.
• Opportunities for international travel to meet partners and attend global team events.
• Access to distributed team gatherings and in-person strategic alignment sessions held in various global locations.
• Strong emphasis on autonomy, ownership, and low-bureaucracy working culture.

How Jobgether Works

Data Privacy Notice