Partner Sales Manager - IHV Alliances
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
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Application opens on company website
Job Description
The Partner Sales Manager role involves building strategic relationships with hardware vendors, driving sales opportunities, and promoting Canonical's open source solutions, particularly Ubuntu, to expand market presence and support partner initiatives in a remote, fast-paced environment.
Key Responsibilities
- Build strategic relationships and enable partner teams within IHV alliances
- Generate and transact opportunities to grow Canonical's market share through IHV partners
- Increase partner awareness of open source capabilities on Canonical Ubuntu
- Deliver on sales targets and objectives related to IHV partnerships
- Support and align internal Canonical field teams to expand partnership opportunities
- Conduct customer workshops, participate in sales events, and engage in executive meetings to promote partnerships
- Identify, support, and grow existing IHV customer footprints with upselling opportunities
- Contribute to broader strategy, initiatives, and key campaigns related to IHV alliances
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
- Experience delivering on targets and objectives and providing 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 expanding existing footprint with IHV customers with an aim to upsell to broader portfolio
- Ability 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
- 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 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 (preferred but not mandatory)
Benefits & Perks
Compensation is based on experience, location, and performance, with annual reviews and potential for bonuses or commissions
Distributed work environment with remote work
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Recognition rewards
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
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