Partner Sales Manager - IHV Alliances

Overview

Join to apply for the Partner Sales Manager - IHV Alliances role at Canonical
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Location:

This is a remote role.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives across cloud, data science, AI, engineering, and IoT. Our customers include leading public cloud and silicon providers and industry leaders in many sectors. Canonical operates with a global, distributed team across 75+ countries.

The Partner Sales Manager will be a key contributor within the IHV alliances organization. You will work with IHV brands (e.g., Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others) to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. You will build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from engineers to CxOs.

Responsibilities include running customer workshops at key initiatives, attending sales events, giving public presentations, and participating in executive engagements.

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. In addition to base pay, we offer a performance-driven annual bonus or commission and a range of benefits that reflect our values and support global fairness.

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Travel upgrades for long-haul company events

• Build strategic relationships and enable partner teams on the partnership
• Build pipeline and transact opportunities through an IHV
• Grow partner awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets and objectives and provide a voice of the partner
• Travel regularly—sometimes internationally—to drive partnerships in person
• Align and support internal Canonical field teams—identify, support, grow, transact
• Expand existing footprint with IHV customers with an aim to upsell to a broader portfolio
• Support and contribute to broader strategy, initiatives, and key campaigns

• 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
• Team player with accountability and customer support skills
• Credibility and working knowledge of IHVs—their products, go-to-market motion, and field
• Experience managing cross-functional teams and a track record of operational excellence
• Willingness to travel up to 4 times a year for internal events
• Hands-on experience with Salesforce and Google Suite is a plus

Canonical is a pioneering tech firm at the forefront of the global move to open source. We publish Ubuntu, a central platform for AI, IoT, and cloud, and recruit on a global basis. Most colleagues work from home; we encourage excellence and continuous learning.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.