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 1200+ 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 2004. 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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