Canonical
Overview
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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 enterprise initiatives across public cloud, data science, AI, engineering innovation and IoT. Canonical represents a global, distributed team with 1200+ colleagues in 75+ countries; most roles are not office-based and teams meet in person two to four times per year to align on strategy and execution. Canonical is founder-led, profitable and growing. We are hiring a Partner Sales Manager to be a key member of the IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands — Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others — are major partners. These companies build software-defined solutions to capitalize on global open source mandates and macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their objectives. Location
This is a remote 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, 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 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 a 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
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 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 have worked from home since our inception in 2004. Working here challenges you to think differently, work smarter, learn new skills, and raise your game. Equal Opportunity
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
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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 enterprise initiatives across public cloud, data science, AI, engineering innovation and IoT. Canonical represents a global, distributed team with 1200+ colleagues in 75+ countries; most roles are not office-based and teams meet in person two to four times per year to align on strategy and execution. Canonical is founder-led, profitable and growing. We are hiring a Partner Sales Manager to be a key member of the IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands — Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others — are major partners. These companies build software-defined solutions to capitalize on global open source mandates and macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their objectives. Location
This is a remote 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, 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 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 a 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
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 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 have worked from home since our inception in 2004. Working here challenges you to think differently, work smarter, learn new skills, and raise your game. Equal Opportunity
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
#J-18808-Ljbffr