Partner Sales Manager - IHV Alliances
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
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Application opens on company website
Job Description
The Partner Sales Manager will develop and manage strategic relationships with hardware vendors, drive sales opportunities, and promote Canonical's open source solutions, primarily Ubuntu, to expand market share 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 with IHV partners
- Increase partner awareness of open source capabilities on Canonical Ubuntu
- Deliver on sales targets and objectives through partner engagement
- Conduct customer workshops, participate in sales events, and engage in executive meetings
- Align and support internal Canonical field teams to identify, support, and grow partner opportunities
- Expand existing IHV customer footprint and upsell broader product portfolios
- Support broader strategy, initiatives, and key campaigns related to partnerships
Requirements
- Experience in alliance or indirect sales management roles
- Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- Willingness to travel up to 4 times a year for internal events, including international travel
- 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
- Autonomous, disciplined, hands-on, get-it-done mentality
- Comfortable in fast-paced and high-pressure environments with measurable goals
- Willingness and ability to build strategic relationships and enable partner teams on the partnership
- Ability to build pipeline and transact opportunities through an IHV
- Ability to grow partner awareness of open source capabilities on Canonical Ubuntu
- Demonstrated understanding of the Linux and cloud software ecosystem
- 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
Ready to Apply?
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