Partner Sales Manager - IHV Alliances

Canonical; San Francisco (CA); Remote; USD 80,000 - 110,000; Full time

Job summary

Canonical is seeking a Partner Sales Manager to boost IHV alliances. This remote role focuses on enhancing partner relationships, increasing market share, and facilitating business growth through collaboration with major tech firms. Ideal candidates are experienced in sales, passionate about open source, and adept at navigating complex sales environments.

Benefits

USD 2,000 annual learning and development budget

Annual compensation review and performance bonuses

Recognition rewards and holiday leave

Wellness programs and travel opportunities

Qualifications

• Self-motivated, disciplined, and proactive.
• Understanding of IHVs and their products.
• Knowledge of Linux and cloud technologies.

Responsibilities

• Build strategic relationships and develop opportunities with IHVs.
• Demonstrate expertise in Linux and cloud ecosystems.
• Travel for in-person partnership activities.

Skills

Communication

Negotiation

Team-oriented

Accountability

Education

Experience in alliance or indirect sales management

Tools

Salesforce

Google Suite

Job description

Join to apply for the Partner Sales Manager - IHV Alliances role at Canonical.

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. The company operates with a distributed team of 1100+ colleagues in 75+ countries, with few office-based roles. Teams meet periodically in interesting locations worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing.

We are hiring a Partner Sales Manager to join the growing IHV alliances organization. Major partners include OEMs and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, who develop solutions leveraging open source mandates. Canonical’s flagship product, Ubuntu, and its open source portfolio are integral to these partners’ success. The Partner Sales Manager will work closely with IHV and Canonical teams across geographies to enable partners, generate opportunities, and drive business growth. Responsibilities include building trusted relationships, increasing Canonical’s market share, evangelizing the partnership, and engaging with various personas from engineers to CxOs. The role involves customer workshops, attending sales events, and participating in executive engagements.

Location: This is a remote role.

Key Responsibilities:

1. Build strategic relationships and enable partner teams.
2. Develop pipeline and transact opportunities with IHVs.
3. Increase partner awareness of Canonical’s open source capabilities.
4. Demonstrate expertise in Linux and cloud ecosystems.
5. Achieve targets and objectives, representing the partner’s voice.
6. Travel regularly, sometimes internationally, for in-person partnership activities.
7. Support internal Canonical teams to identify, support, and grow opportunities.
8. Expand existing customer footprint with IHVs, aiming for upselling.
9. Contribute to broader strategies and campaigns.

Candidate Profile:

1. Experience in alliance or indirect sales management roles.
2. Self-motivated, disciplined, and proactive.
3. Ability to understand customer needs, identify gaps, and create opportunities.
4. Passionate about Ubuntu and open source.
5. Comfortable in fast-paced, goal-oriented environments.
6. Knowledge of Linux, virtualization, containers, and cloud tech.
7. Excellent communication and presentation skills.
8. Team-oriented with strong accountability and customer support skills.
9. Understanding of IHVs, their products, and go-to-market strategies.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times a year.
12. Experience with Salesforce and Google Suite is a plus.

What We Offer:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review and performance bonuses.
• Comprehensive benefits reflecting our values.
• Recognition rewards, holiday leave, and parental leave.
• Wellness programs and travel opportunities.

About Canonical:

Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and uphold high standards for excellence. Most colleagues work remotely, and working here challenges you to think differently, learn new skills, and innovate.

Equal Opportunity:

We are committed to diversity and inclusion, fostering a workplace free from discrimination. All applications are given fair consideration regardless of background or identity.

Additional Details:

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industry: Software Development