Strategic IHV Alliance Sales Lead (Remote)

Canonical Ltd.; Wien; Remote; EUR 81,000 - 130,000; Full time

Benefits offered by this job

Distributed work environment

Learning budget USD 2000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Wellness platform & assistance program

Travel to new locations

Job summary

Canonical Ltd. is seeking a Partner Sales Manager for a remote role focused on IHV alliances. You will build relationships, enable partner teams, and drive opportunities across geographies. The role involves frequent collaboration with Canonical teams and travel to customer sites or events.

You will evangelize the Ubuntu platform, manage pipeline, and work with engineers to executives, aiming to grow market share and attach rates. A strong background in Linux, cloud tech, and IHVs is essential.

Qualifications

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on mindset with delivery focus.
• Ability to capture customer requirements and create opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced environments with measurable goals.
• Experience with Linux, virtualization, containers, and cloud tech.
• Excellent communication and presentation skills.
• Team player with accountability and customer support.
• Credibility and knowledge of IHVs and GTM motions.
• Experience leading cross-functional teams and delivering results.
• Willingness to travel up to 4 times a year.

Responsibilities

• Build strategic relationships and enable partner teams.
• Grow pipeline and transact opportunities with IHVs.
• Increase Canonical market share and attach rate.
• evangelize partnerships and drive business interactions from engineer to CxO.
• Lead customer workshops and participate in events.
• Prepare and deliver executive engagements.

Skills

Alliances sales

Autonomy

Requirements gathering

Ubuntu passion

Working under pressure

Linux/virtualization

Cloud technologies

Communication skills

Cross-functional leadership

IHVs knowledge

Travel readiness

Salesforce

Google Suite

Tools

Salesforce

Google Suite

Job description

Canonical Ltd. is seeking a Partner Sales Manager for a remote role focused on IHV alliances. You will build relationships, enable partner teams, and drive opportunities across geographies. The role involves frequent collaboration with Canonical teams and travel to customer sites or events.

You will evangelize the Ubuntu platform, manage pipeline, and work with engineers to executives, aiming to grow market share and attach rates. A strong background in Linux, cloud tech, and IHVs is essential.