Partner Sales Manager - IHV Alliances

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's 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 interesting 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 team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - 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 associated 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.

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 to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.

Location: This is a remote role.

The role entails

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, 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 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 additi