Partner Sales Manager - IHV Alliances

About the role

Canonical, the company behind Ubuntu, is hiring a Partner Sales Manager for its growing IHV (Independent Hardware Vendor) alliances organization. Reporting to the Head of IHV Alliances, the role works closely with IHV and Canonical teams across geographies to enable partner teams, generate and transact opportunities, drive a Canonical agenda within an IHV and achieve targeted results. It is a remote position.

Key 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
• Deliver on targets, act as a voice of the partner and expand the footprint with IHV customers, aiming to upsell to a broader portfolio
• Run customer workshops, attend sales events, give public presentations and take part in executive engagements
• Travel regularly, sometimes internationally, to drive partnerships in person
• Align and support internal Canonical field teams, and contribute to strategy, initiatives and key campaigns

Required profile

• Experience in alliance or indirect sales management roles
• Experience managing cross-functional teams and a track record of operational excellence
• Working knowledge of IHVs, their products, go-to-market motion and field
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Willingness to travel up to 4 times a year for internal events

Required skills

• Deep understanding of the Linux and cloud software ecosystem
• Experience with Linux, virtualization, containers and other cloud technologies
• Excellent communication and presentation skills
• Hands-on experience with Salesforce and Google Suite is a plus

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Performance-driven annual bonus or commission, plus annual compensation review
• Annual holiday leave, maternity and paternity leave, recognition rewards
• Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events