Strategic Partner Sales Manager, IHV Alliances

Canonical Ltd.; Lisboa; Remote; EUR 81,000 - 126,000; Full time

Benefits offered by this job

Distributed work environment with two-

Personal learning and development USD

Job summary

Canonical Ltd. is seeking a Partner Sales Manager for a remote role. You will collaborate with IHV partners (Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others) to build relationships, generate opportunities, and drive Canonical's agenda across geographies.

You will engage at engineer to CxO levels and lead customer workshops and executive engagements. You will work with IHV teams, drive pipeline, and participate in events and campaigns while traveling up to four times a year as needed.

Qualifications

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on mentality with a can-do approach.
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced, high-pressure environments with measurable goals.
• Experience with Linux, virtualization, containers, and other cloud technologies.
• Excellent communication and presentation skills.
• Team player with accountability and customer support skills.
• Credibility and working knowledge of IHVs and their go-to-market motion.
• Experience managing cross-functional teams and 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.

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 provide a voice of the partner.
• Travel regularly, sometimes internationally, to drive partnerships in person.
• Align and support internal Canonical field teams to identify, support, grow, and transact.
• Expand existing footprint with IHV customers and upsell to broader portfolio.
• Support and contribute to broader strategy, initiatives and key campaigns.

Skills

Alliance sales

Indirect sales

Communication

Presentation skills

Travel readiness

Linux cloud tech familiarity

Salesforce

Google Workspace

Tools

Salesforce

Google Suite

Job description

Canonical Ltd. is seeking a Partner Sales Manager for a remote role. You will collaborate with IHV partners (Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others) to build relationships, generate opportunities, and drive Canonical's agenda across geographies.

You will engage at engineer to CxO levels and lead customer workshops and executive engagements. You will work with IHV teams, drive pipeline, and participate in events and campaigns while traveling up to four times a year as needed.