Partner Sales Manager - IHV Alliances

About the Role

Canonical is seeking a Partner Sales Manager to join our growing IHV (Independent Hardware Vendor) alliances organization. You will work closely with major global hardware partners—such as Dell, HPE, IBM, Lenovo, and Cisco—to drive the adoption of Ubuntu and our broader open-source portfolio. You will report to the Head of IHV Alliances and collaborate with internal teams globally to generate opportunities, enable partner teams, and increase Canonical’s market share.

Key Responsibilities

• Strategic Partnerships: Build and maintain trusted relationships with IHV partners, from engineering teams to CxO level.
• Pipeline Development: Generate and transact opportunities through IHV channels.
• Enablement: Educate partner teams on Canonical’s open-source capabilities and value proposition.
• Market Growth: Drive the Canonical agenda within partner organizations and expand our footprint with their customers.
• Engagement: Run customer workshops, attend sales events, deliver public presentations, and participate in executive engagements.
• Collaboration: Align with internal field teams to identify, support, and grow business.

What We Are Looking For

• Proven experience in alliance or indirect sales management roles.
• A hands-on, autonomous, and results-oriented mentality.
• Strong understanding of the Linux, virtualization, container, and cloud software ecosystem.
• Ability to identify customer requirements, evaluate gaps, and create new opportunities.
• Excellent communication and presentation skills with a track record of operational excellence.
• Experience managing cross-functional teams.
• Familiarity with Salesforce and Google Suite is a plus.
• Willingness to travel internationally up to 4 times a year for internal events.

Benefits

• Distributed work environment with twice-yearly in-person team sprints.
• Annual compensation review and performance-driven bonus/commission.
• Personal learning and development budget of $2,000 USD per year.
• Comprehensive benefits including holiday leave, maternity/paternity leave, and wellness platforms.
• Travel perks including Priority Pass and upgrades for long-haul company events.