Partner Sales Manager - IHV Alliances
Job description
A Partner Sales Manager role within Canonical's IHV alliances organization, responsible for building relationships with Independent Hardware Vendor partners, enabling their teams, and driving and transacting opportunities to grow Canonical's market share and attach rate. The role reports to the Head of IHV Alliances and is remote.
At a glance
- Employment
- Full-time
- Work mode
- Remote
What you'll do
- 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
What we're looking for
- 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
Nice to have
- Hands on experience with Salesforce and Google Suite
Your team
IHV Alliances
The growing IHV alliances organization, working with large OEM or Independent Hardware Vendor brands such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco and Fujitsu.
Benefits
- 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
- Performance-driven annual bonus or commission
Apply
About Canonical
The company that publishes Ubuntu
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Its platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles.
Mission
To be at the forefront of the global move to open source
Key facts
- 1200+ colleagues
- 2004
- Open source software and operating systems
- 1200+ colleagues in 75+ countries
- Very few office based roles
- Founder led, profitable and growing
- Most colleagues have worked from home since inception in 2004
- Teams meet two to four times yearly in person
Partners & customers
What they value
- Excellence
- Diversity of experience, perspectives, and background