Partner Sales Manager IHV

Canonical, a global leader in open source software and the publisher of Ubuntu, is seeking a remote Partner Sales Manager for its IHV Alliances team. In this pivotal role, you will foster strategic relationships with major Independent Hardware Vendors (IHVs) such as Dell, HPE, IBM, Lenovo, and others. Your work will drive the adoption of open source solutions, particularly Ubuntu, within the enterprise technology sector. This is an exciting opportunity to make a significant impact in a distributed, innovative, and collaborative environment, while supporting the expansion of Canonical’s market presence and alliances worldwide.

Job Overview

• Remote position with global responsibilities.
• Build and manage strategic alliances with leading IHVs.
• Drive the adoption and integration of Canonical’s open source products, primarily Ubuntu.
• Engage with partners at all organizational levels, from engineers to CxOs.
• Contribute to Canonical’s growth in the enterprise and technology markets.

Key Responsibilities

• Develop and maintain trusted relationships with IHV partners.
• Generate, manage, and transact sales opportunities through IHVs.
• Increase partner awareness and enablement of open source solutions on Ubuntu.
• Lead customer workshops, sales events, and executive engagements.
• Collaborate closely with Canonical and IHV teams across various geographies.
• Expand Canonical’s footprint with existing and new IHV customers.
• Support and align with internal field teams to achieve business objectives.
• Travel internationally as required for strategic meetings and events.

Required Skills & Qualifications

• Proven experience in alliance or indirect sales management roles.
• In-depth knowledge of Linux, cloud software, virtualization, and containers.
• Strong understanding of IHV products and go-to-market strategies.
• Exceptional communication, presentation, and relationship-building skills.
• Ability to work autonomously in a fast-paced, distributed environment.
• Hands-on experience with Salesforce and Google Suite is a plus.
• Track record of operational excellence and cross-functional team leadership.
• Passion for open source technologies and the Ubuntu mission.
• Willingness to travel up to four times per year for internal or partner events.
• Demonstrated ability to deliver results and meet measurable goals.