Partner Sales Manager - IHV Alliances

Overview

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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 enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include leading public cloud and silicon providers and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles.

Teams meet two to four times yearly in person, in locations around the world, to align on strategy and execution. The company is founder-led, profitable and growing.

We are hiring a Partner Sales Manager to be a key contributing member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations.

Canonical represents the best platform for rapid open source innovation.

Location:

This is a remote role.

Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible for building trusted relationships with our partners, increasing Canonical market share and attach rate, evangelizing the partnership and driving business interactions across personas—from engineer to CxO.

They will often run customer workshops focused on initiatives at customers, attend sales events, give public presentations and participate in executive engagements.

• 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 superior 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

• Distributed work environment with twice-yearly team sprints in person
• Personal 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

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT,…