Partner Sales Manager - IHV Alliances

Canonical

Remote

Full Time

Posted March 31, 2026

Not Specified

Remote

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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 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 strategic 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
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, and 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
Credibility and working knowledge of IHVs, their products, go-to-market motion, and field
Hands-on experience with Salesforce and Google Suite is a plus