Partner Sales Manager - IHV Alliances
CanonicalRemote
Full Time
Posted December 4, 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 large OEM and IHV partners, driving opportunities and expanding Canonical's presence in the open source ecosystem, primarily focusing on Ubuntu and related technologies, 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, attend sales events, and participate in executive engagements
- 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 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
- Demonstrated deep understanding of the Linux and cloud software ecosystem
- Proven 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 in expanding existing footprint with IHV customers with an aim to upsell to broader portfolio
- Experience managing cross-functional teams and a track record of operational excellence
- Hands-on experience with Salesforce and Google Suite (preferred but not mandatory)
- Willingness to work remotely in a distributed work environment
- Willingness to participate in in-person team sprints twice a year
- Ability to capture customer requirements, evaluate gaps, identify, and create opportunities
- Passion for Ubuntu products and mission
- Comfortable working in fast-paced and high-pressure environments with measurable goals
- Excellent communication and presentation skills
- Credibility and working knowledge of IHVs, their products, go-to-market motion, and field
- Experience with Linux, virtualization, containers, and other cloud technologies
- Ability to work autonomously, with a disciplined, hands-on, get-it-done mentality
Benefits & Perks
Annual compensation review
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
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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