Partner Sales Manager - IHV Alliances

Overview

Partner Sales Manager - IHV Alliances ote role. 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 cloud, data science, AI, engineering, and IoT initiatives. We have 1200+ colleagues in 75+ countries with few office-based roles, and teams meet in person 2–4 times per year to align on strategy and execution.

The Partner Sales Manager will report to the Head of IHV Alliances and work with IHV and Canonical teams across geographies to enable IHV teams, generate and transact opportunities, and drive the Canonical agenda within an IHV. You will build trusted relationships with partners, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from engineer to CxO.

You will often run customer workshops, attend sales events, give public presentations, and participate in executive engagements.

• 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 a 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

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually to 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 reflecting our values. We balance 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
• Travel upgrades and priorities for long-haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, we support AI, IoT, and cloud initiatives. We recruit on a global basis and maintain a high standard for new colleagues. Most colleagues have worked from home since our inception in 2004. Working here challenges you to think differently, work smarter, 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.

• Seniority level:
  Mid-Senior level
• Employment type:
  
  Full-time
• Job function:
  Sales and Business Development
• Industries:
  Software Development