OverviewJoin 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 enterprise initiatives across public cloud, data science, AI, engineering innovation and IoT. Our customers include leading public cloud and silicon providers and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in locations around the world, to align on strategy and execution. The company is founder led, profitable and growing.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 are major partners for Canonical. Canonical represents the best platform for rapid open source innovation.Location: This is a remote role.ResponsibilitiesBuild strategic relationships and enable partner teams on the partnershipBuild pipeline and transact opportunities through an IHVGrow partner awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemDeliver on targets, objectives and provide a voice of the partnerTravel regularly - sometimes internationally - to drive partnerships in personAlign and support internal Canonical field teams - identify, support, grow, transactExpand existing footprint with IHV customers with an aim to upsell to broader portfolioSupport and contribute to broader strategy, initiatives and key campaignsWhat we are looking forExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsTeam player with superior accountability and customer support skillsCredibility and working knowledge of IHVs - their products, go-to-market motion, and fieldExperience managing cross-functional teams and track record of operational excellenceWillingness to travel up to 4 times a year for internal eventsHands on experience with Salesforce and Google Suite a plusWhat we offer colleaguesWe consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually to ensure we recognize outstanding 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 ideals. We balance our programs to meet local needs and ensure fairness globally.Distributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are shaping the future of software. We recruit on a global basis and expect excellence. Most colleagues work from home, and in-office roles are limited.Equal opportunityCanonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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