Partner Sales Manager - IHV Alliances

Canonical; Pisa; Remoto; EUR 60.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading open source technology firm in Pisa is seeking a Partner Sales Manager. This role involves building strategic relationships with major OEM partners and requires a deep understanding of open source capabilities. The ideal candidate should have experience in sales management, excellent communication skills, and a background in Linux technologies. The position offers a distributed work environment along with a personal learning budget and annual compensation reviews.

Servizi

Personal learning and development budget

Annual compensation review

Recognition rewards

Maternity and paternity leave

Team Member Assistance Program

Competenze

• Proven track record in sales management roles.
• Comfortable with high-pressure environments and measurable goals.
• Hands-on experience with sales and marketing technology.

Mansioni

• Build strategic relationships with partners.
• Grow partner awareness of open source capabilities.
• Travel regularly to drive partnerships in person.

Conoscenze

Experience in alliance or indirect sales management roles

Autonomous, disciplined, hands-on mentality

Understanding of Linux and cloud software ecosystem

Excellent communication and presentation skills

Experience with Linux, virtualization, and containers

Ability to capture customer requirements

Team player with accountability

Strumenti

Salesforce

Google Suite

Descrizione del lavoro

Overview

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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's 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 interesting 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 — 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.

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, 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

What we are looking for in you

• 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 a plus

What we offer colleagues

• 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
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical 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.