Partner Sales Manager - IHV Alliances
About the role
The Partner Sales Manager - IHV Alliances at Canonical is responsible for building and managing strategic relationships with major Independent Hardware Vendors (IHVs) such as Dell, HPE, IBM, Lenovo, and others. The role focuses on enabling partner teams, generating and transacting business opportunities, and driving Canonical's agenda within IHV organizations. Key responsibilities include growing partner awareness of open source capabilities, delivering on targets, supporting internal teams, and expanding Canonical's footprint with IHV customers. The ideal candidate will have experience in alliance or indirect sales management, strong communication and presentation skills, and a deep understanding of Linux and cloud technologies. This is a remote position with regular travel requirements, including international trips for events and meetings.
Must have
- 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
Nice to have
- Hands on experience with Salesforce and Google Suite a plus
Technologies
- Cisco
- Linux
- Salesforce
- Ubuntu
- Virtualization
Highlights
This is a fully remote role with regular travel, including up to four times a year for internal events. Canonical offers a personal learning and development budget, annual compensation review, recognition rewards, and various leave benefits. The company values diversity and is an equal opportunity employer.
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