• Own and grow strategic enterprise customer or partner relationships, developing opportunities that generate sustainable revenue and long-term value.
• Build and execute sales or alliance strategies, including identifying new markets, expanding existing accounts, and developing go-to-market opportunities.
• Develop a strong understanding of Linux, cloud technologies, open source ecosystems, and commercial open source models to effectively engage customers and partners.
• Negotiate contracts, commercial terms, and partnership agreements while driving opportunities through the sales cycle.
• Increase customer and partner awareness of open source capabilities and identify opportunities to apply these technologies to complex business needs.
• Collaborate with field sales, marketing, sales engineering, product management, customer success, finance, legal, and support teams to progress opportunities and achieve commercial objectives.
• Represent the voice of customers and partners internally, providing insights that can inform business strategy, product direction, and market expansion.
• Lead executive-level engagements between strategic customers or partners and internal leadership.
• Support and develop relationships across global system integrators, solution integrators, hardware and software vendors, distributors, and other channel partners.
• Travel domestically and internationally to strengthen partnerships, meet customers, participate in events, and support strategic business development.

Requirements:

• Demonstrated track record of exceeding expectations and delivering strong revenue results in technology, enterprise software, infrastructure, or a related field.
• Proven experience in enterprise technology sales, strategic partnerships, alliances, channel development, or a comparable commercial role.
• Strong understanding of Linux, open source technologies, cloud ecosystems, and open source commercial models.
• Experience developing strategic relationships, managing complex sales engagements, and negotiating commercial agreements.
• Strong business judgment, ownership, accountability, and a results-oriented approach to achieving commitments.
• Excellent written and spoken English, with strong presentation, communication, and executive engagement skills.
• Ability to confidently exchange feedback, challenge ideas respectfully, and contribute constructively in a collaborative environment.
• Strong interpersonal skills, curiosity, adaptability, and the ability to work effectively across cultures and international teams.
• Evidence of leadership, continuous learning, mentoring, or professional development.
• Genuine passion for technology, demonstrated through professional experience, personal projects, technical initiatives, or continued learning.
• Strong self-motivation, work ethic, organization, and personal drive, with the ability to succeed in a highly distributed environment.
• A technical undergraduate degree is preferred, although a compelling alternative professional or educational path may also be considered.
• Willingness and ability to travel internationally for company events and regularly for customer, partner, and industry engagements.

Benefits:

• Geographically adjusted compensation based on location, experience, and performance.
• Performance-driven annual bonus or commission in addition to base compensation.
• Annual compensation reviews, with additional review opportunities for graduates and associates.
• Fully distributed work environment with in-person team gatherings and strategic sprints.
• Personal learning and development budget of USD 2,000 per year.
• Recognition and performance rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Employee Assistance Program, including health and wellness resources.
• Opportunities to travel internationally and collaborate with colleagues in different locations.
• Priority Pass access and travel upgrades for eligible long-haul company events.