Partner Sales Manager

Overview

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

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 public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable and growing. Canonical has 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times per year in person to align on strategy and execution. Location is remote for this role.

Responsibilities

• 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 and 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

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 is a plus

What we offer colleagues

We offer a compensation package reflecting location, experience and 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 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 for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of open source. As the company that publishes Ubuntu, we contribute to AI, IoT, and the cloud software landscape. We recruit on a global basis and set a high standard for people joining the company. Most colleagues have worked from home since our inception in 2004. Working at Canonical challenges you to think differently, work smarter, and learn new skills.

Equal opportunity

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diverse 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

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