Partner sales manager for IHV alliances

Canonical Ltd.; United States; Remote; USD 90,000 - 140,000; Full time

Benefits offered by this job

Learning budget

Annual compensation review

Maternity leave

Paternity leave

Wellness platform

Travel opportunities

Team sprints in person

Priority Pass

Job summary

Canonical Ltd. ищет менеджера по партнерствам для развития отношений с IHVs и системными интеграторами, разработки совместных возможностей Ubuntu и облачных решений.

Ключевые задачи: строить пайплайн, координировать межфункциональные команды и участвовать в кампаниях; возможны частые командировки до 4 раз в год. Работа удаленная с гибким графиком, глобальные клиенты и путешествия как часть роли.

Qualifications

• Опыт в управлении альянсами или косвенными продажами.
• Способность фиксировать требования клиента, выявлять пробелы и возможности.
• Умение работать в быстром темпе с достижением целей.
• Проактивность и ответственность; ориентированность на клиента.

Responsibilities

• Строить стратегические отношения и поддерживать команды партнеров.
• Развивать канал продаж через IHV и увеличивать транзакции.
• Расширять осведомленность о возможностях Ubuntu в экосистеме Linux и облачных технологиях.
• Демонстрировать глубокое понимание Linux и облачных сервисов.
• Добираться до целей, участвовать в миссии партнера и возглавлять встречи.

Skills

Партнерские отношения

Командная работа

Коммуникационные навыки

Презентационные навыки

Поиск возможностей

Стратегическое мышление

Адаптивность

Tools

Salesforce

Google Suite

Job description

Описание:

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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.

Задачи:

• 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

Требования:

• 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
• Будет плюсом: Hands on experience with Salesforce and Google Suite a plus

Условия:

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) 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 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