Partner Sales Manager

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 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. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder‑led, profitable and growing.
We are hiring a Partner Sales Manager to be a key contributing team member within the growing IHV alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands – Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more – are major partners for Canonical. These companies build software‑defined solutions to capitalize on global open source mandates and associated macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Head of IHV Alliances, the Partner Sales Manager will work closely with IHV and Canonical teams in various geographies to enable IHV teams, generate and transact opportunities, drive a Canonical agenda within an IHV, and achieve targeted results. They are responsible for building trusted relationships with our partners, increasing Canonical market share and attach rate, evangelizing the partnership and driving business interactions across personas – from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.
Location
This is a remote role.
The role entails

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

What we are looking for in you

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
Hands‑on experience with Salesforce and Google Suite – a plus

What we offer colleagues

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

About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open‑source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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