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Job Description
The Partner Sales Manager role involves building strategic relationships with hardware vendors, driving open source solutions adoption, and expanding Canonical's market share through partner engagement, sales, and technical collaboration in a remote, fast-paced environment.
Key Responsibilities
- Build strategic relationships and enable partner teams within IHV alliances
- Generate and transact opportunities with IHV partners
- Increase Canonical market share and attach rate through partner engagement
- Conduct customer workshops, participate in sales events, and deliver public presentations
- Align and support internal Canonical field teams to grow partner opportunities
- Expand existing IHV customer footprint and upsell broader portfolio offerings
- Support broader strategy, initiatives, and key campaigns related to IHV partnerships
Requirements
- Experience in alliance or indirect sales management roles
- Ability to build strategic relationships and enable partner teams on the partnership
- Experience in building pipeline and transacting opportunities through an IHV
- Ability to grow partner awareness of open source capabilities on Canonical Ubuntu
- Deep understanding of the Linux and cloud software ecosystem
- Ability to deliver on targets and objectives and provide a voice of the partner
- Willingness to travel regularly, sometimes internationally, up to 4 times a year to drive partnerships in person
- Ability to align and support internal canonical field teams to identify, support, grow, and transact opportunities
- Experience managing cross-functional teams and a track record of operational excellence
- Willingness to support and contribute to broader strategy, initiatives, and key campaigns
- Autonomous, disciplined, hands-on, get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, identify, and create opportunities
- Passion for 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
- Credibility and working knowledge of IHVs, their products, go-to-market motion, and field
- Hands-on experience with Salesforce and Google Suite (preferred but not mandatory)
Benefits & Perks
Performance-driven annual bonus or commission
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
Ready to Apply?
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