Join to apply for the Partner Sales Manager - IHV Alliances role at Canonical

2 days ago Be among the first 25 applicants

Join to apply for the Partner Sales Manager - IHV Alliances role at Canonical

Get AI-powered advice on this job and more exclusive features.

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
  
  

• 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
  
  

• 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
  
  

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Software Development

Referrals increase your chances of interviewing at Canonical by 2x

Sign in to set job alerts for “Sales Manager” roles.

Area Sales Manager (West London) - Chefs/Ex Chefs Wanting to get into Sales

London, England, United Kingdom 1 week ago

London, England, United Kingdom 1 week ago

London, England, United Kingdom 1 week ago

Slough, England, United Kingdom 1 month ago

London, England, United Kingdom 1 week ago

Greater London, England, United Kingdom 3 weeks ago

Senior Regional Sales Manager (London Field Sales Role)

London, England, United Kingdom $135,000.00-$140,000.00 1 month ago

London, England, United Kingdom $160,000.00-$160,000.00 6 days ago

London, England, United Kingdom 2 weeks ago

London, England, United Kingdom 1 week ago

Hounslow, England, United Kingdom 2 weeks ago

London, England, United Kingdom 1 month ago

National Account Manager – Booker (Tesco Group)

London, England, United Kingdom 5 months ago

London, England, United Kingdom 2 months ago

St Albans, England, United Kingdom 2 weeks ago

London, England, United Kingdom 1 week ago

London, England, United Kingdom 2 days ago

London, England, United Kingdom 1 week ago

Regional Sales Manager East Midlands/East Yorkshire

London, England, United Kingdom 3 weeks ago

Hemel Hempstead, England, United Kingdom 1 week ago

Greater London, England, United Kingdom 1 week ago

Regional Sales Manager - Regional Government

London, England, United Kingdom 1 week ago

Greater London, England, United Kingdom 2 weeks ago

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.