Partner Sales Manager - Ihv Alliances

Overview

Join to apply for the Partner Sales Manager - IHV Alliances role at Canonical.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets.

Our platform Ubuntu is widely used in public cloud, data science, AI, engineering innovation and IoT.

Our customers include the world's leading public cloud and silicon providers, and industry leaders across sectors.

The company is founder-led, profitable and growing.

Canonical has

• colleagues in 75+ countries and very few office-based roles.

Teams meet two to four times per year in person to align on strategy and execution.

Location is remote for this role.

Responsibilities

Build strategic relationships and enable partner teams on the partnership

Build pipeline and transact opportunities through an IHV

Grow partner awareness of open source capabilities on Canonical Ubuntu

Demonstrate a deep understanding of the Linux and cloud software ecosystem

Deliver on targets and objectives and provide a voice of the partner

Travel regularly, sometimes internationally, to drive partnerships in person

Align and support internal Canonical field teams – identify, support, grow, transact

Expand existing footprint with IHV customers with an aim to upsell to a broader portfolio

Support and contribute to broader strategy, initiatives and key campaigns

Qualifications

Experience in alliance or indirect sales management roles

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 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 is a plus

What we offer colleagues

We offer a compensation package reflecting location, experience and performance.

In addition to base pay we offer a performance-driven annual bonus or commission.

We provide all team members with additional benefits which reflect our values and ensure fairness globally.

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

Travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of open source.

As the company that publishes Ubuntu, we contribute to AI, IoT, and the cloud software landscape.

We recruit on a global basis and set a high standard for people joining the company.

Most colleagues have worked from home since our inception in

Working at Canonical challenges you to think differently, work smarter, and learn new skills.

Equal opportunity

Canonical is an equal opportunity employer.

We are proud to foster a workplace free from discrimination.

Diverse experience, perspectives and background create a better work environment and better products.

Whatever your identity, we will give your application fair consideration.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Software Development

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