We are hiring a Partner Sales Manager to be a key contributing team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.
Location: This is a remote role.
The role entails
- 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, 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 broader portfolio
- Support and contribute to broader strategy, initiatives and key campaigns
Application link: https://job-boards.greenhouse.io/canonical/jobs/6950219