Overview
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 across public cloud, data science, AI, engineering innovation and IoT. The company is founder led, profitable and growing, with 1200+ colleagues in 75+ countries and very few office-based roles. This role is remote.
We are hiring a Partner Sales Manager to be a key member of the growing IHV alliances organization. The role focuses on Large OEM or Independent Hardware Vendor (IHV) brands such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others that are major partners for Canonical.
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 will build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from engineers to CxOs. They will often run customer workshops, attend sales events, give public presentations and participate in executive engagements.
Responsibilities
- 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
What we are looking for in you
- 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 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 a plus
What we offer colleagues
We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
- 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
- Priority Pass and travel upgrades for long-haul company events
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. Most colleagues have worked from home since our inception in 2004. Working here challenges you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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📌 Partner Sales Manager - IHV Alliances
🏢 Canonical
📍 Sevilla la Nueva