Partner Sales Manager - IHV Alliances

Job Description

Canonical is seeking a Partner Sales Manager to join its IHV Alliances organization. This role focuses on building relationships with large OEM or Independent Hardware Vendor (IHV) partners such as Dell, HPE, IBM, and Lenovo, enabling their teams, generating opportunities, and driving Canonical's agenda within these organizations. The Partner Sales Manager will work closely with IHV and Canonical teams across various regions to increase Canonical's market share and promote the partnership across different roles, from engineers to executives.

Role Involves:

• Building strategic relationships and enabling partner teams.
• Building pipeline and transacting opportunities through IHVs.
• Growing partner awareness of open source capabilities on Canonical Ubuntu.
• Delivering on targets and objectives.
• Traveling regularly to drive partnerships in person.
• Aligning and supporting internal Canonical field teams.
• Expanding existing footprint with IHV customers.
• Supporting and contributing to broader strategy and initiatives.

Requirements:

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on mentality.
• Ability to capture customer requirements and create opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced environments with measurable goals.
• Experience with Linux, virtualization, containers, and cloud technologies.
• Excellent communication and presentation skills.
• Team player with superior accountability and customer support skills.
• Credibility and working knowledge of IHVs.
• Experience managing cross-functional teams.
• Willingness to travel up to 4 times a year for internal events.
• Hands-on experience with Salesforce and Google Suite is a plus.

What Canonical Offers:

• 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.