Partner Sales Manager

Overview Partner Sales Manager – IHV Alliances at Canonical. Canonical is a leading provider of open source software and operating systems. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Large OEM or Independent Hardware Vendor (IHV) brands – Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more – are major partners for Canonical, building software‑defined solutions to capitalize on global open source mandates and associated macro trends. Responsibilities 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. Location: This is a remote role. 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. Qualifications 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. Benefits We consider geographical location, experience, and performance in shaping compensation worldwide. In addition to base pay, we offer a performance‑driven annual bonus or commission. Additional benefits reflecting our values and ideals. 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. Most colleagues at Canonical have worked from home since our inception in ****. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Equal Opportunity Employer Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration. #J-18808-Ljbffr