Canonical Logo

Canonical

Partner Sales Manager - IHV Alliances

Posted 2 Days Ago
Be an Early Applicant
In-Office or Remote
8 Locations
Mid level
In-Office or Remote
8 Locations
Mid level
The Partner Sales Manager will build strategic relationships with hardware vendors, generate sales opportunities, and drive Canonical's agenda. This role involves collaborating with internal teams, enhancing market presence, and managing enterprise partnerships effectively.
The summary above was generated by AI

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 1100+ 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 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, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge 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 create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote

Top Skills

Cloud Technologies
Containers
Google Suite
Linux
Salesforce
Virtualization

Similar Jobs

9 Hours Ago
Remote
Hybrid
Toronto, ON, CAN
Senior level
Senior level
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
The Senior Solution Sales Executive will oversee product strategy, engage customers on digital transformation, and manage territory planning and sales strategies.
Top Skills: Ai-Powered Tools
17 Hours Ago
Easy Apply
Remote
Hybrid
Canada
Easy Apply
Senior level
Senior level
Marketing Tech • Social Media • Software • Analytics • Business Intelligence
Lead and scale a high-performing sales team focusing on enterprise accounts. Drive new business growth and mentor team members while collaborating cross-functionally.
Top Skills: B2B SaasCrm ToolsSalesforce
17 Hours Ago
Remote
Hybrid
7 Locations
Mid level
Mid level
Blockchain • eCommerce • Fintech • Payments • Software • Financial Services • Cryptocurrency
The Sales Compensation Operations Analyst supports sales performance metrics, manages incentive programs, and collaborates with cross-functional teams to enhance operational efficiency.
Top Skills: AnaplanData Visualization ToolsGoogle AppsLookerExcelSQLTableau

What you need to know about the Belfast Tech Scene

If asked to name the birthplace of the RMS Titanic, you might not say Belfast. Similarly, if asked to name Europe's leading destination for foreign direct investment in new software development, Belfast might not come to mind. Yet, both are true. The city has emerged as a tech powerhouse, recently ranked among the best in the U.K. for tech careers — especially for software developers. It also leads the U.K. with the highest percentage of software development jobs advertised.

Sign up now Access later

Create Free Account

Please log in or sign up to report this job.

Create Free Account