Partner Sales Manager - IHV Alliances

Canonical; Remote; SAR 150,000 - 200,000; Full time

Job summary

A leading open source software company is seeking a Partner Sales Manager to join its IHV alliances organization. This remote role focuses on building strategic relationships with major OEM partners, increasing market share, and driving opportunities. Ideal candidates should have experience in alliance sales management, strong Linux and cloud technology knowledge, and excellent communications skills. The role offers colleagues a distributed work environment, competitive benefits, and personal development opportunities.

Benefits

Personal learning budget

Annual compensation review

Maternity and paternity leave

Wellness platform

Priority Pass for travel

Qualifications

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.
• Passionate about Ubuntu products.

Responsibilities

• Build strategic relationships and enable partner teams.
• Grow partner awareness of open source capabilities on Canonical Ubuntu.
• Travel regularly to drive partnerships.

Skills

Alliance sales management

Communication skills

Linux experience

Cloud technologies

Team player

Tools

Salesforce

Google Suite

Job description

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.

Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible for building trusted relationships with our partners, increasing Canonical market share and attach rate, evangelizing the partnership and driving business interactions across personas – from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.

Location

This is a remote role.

The role entails

• 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; 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 creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.