Partner Sales Manager IHV Alliances

About Canonical

Canonical is a leading provider of open source software and operating systems for global enterprise and technology markets. The company publishes Ubuntu, a widely used platform in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Canonical serves leading public cloud and silicon providers, as well as industry leaders across various sectors. The company operates with a globally distributed team of over 1200 colleagues in more than 75 countries, with minimal office-based roles. Teams convene two to four times annually for in-person meetings to align on strategy and execution.

The Role of Partner Sales Manager, IHV Alliances

Canonical is seeking a Partner Sales Manager to join its growing IHV alliances organization. This full-time role is based in Riyadh, Saudi Arabia. Large OEM and Independent Hardware Vendor (IHV) brands, including Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, are key partners for Canonical. These partners develop software-defined solutions to address global open source mandates and macro trends. Canonical’s Ubuntu platform and broader open source portfolio are integral to these partners' objectives. The Partner Sales Manager will report to the Head of IHV Alliances.

Key Responsibilities

• Build strategic relationships and enable partner teams regarding the partnership.
• Generate pipeline and transact opportunities through IHV partners.
• Increase partner awareness of open source capabilities on Canonical Ubuntu.
• Demonstrate a deep understanding of the Linux and cloud software ecosystem.
• Achieve targets and objectives, and provide partner feedback.
• Travel regularly, including internationally, to drive partnerships in person.
• Align with and support internal Canonical field teams to identify, support, grow, and transact opportunities.
• Expand existing footprint with IHV customers with the aim of upselling to a broader portfolio.
• Support and contribute to broader strategy, initiatives, and key campaigns.

Role Engagement

The Partner Sales Manager will collaborate closely with IHV and Canonical teams across various geographies. This involves enabling IHV teams, generating and transacting opportunities, driving Canonical's agenda within IHVs, and achieving targeted results. The role requires building trusted relationships with partners, increasing Canonical's market share and attach rate, evangelizing the partnership, and driving business interactions with various personas, from engineers to CxOs. This position will also involve running customer workshops focused on specific initiatives, attending sales events, delivering public presentations, and participating in executive engagements.

Work Environment and Culture

Canonical is a pioneer in global distributed collaboration. Most colleagues have worked remotely since the company's inception in 2004. The company maintains a high standard for new hires, expecting excellence and a commitment to continuous learning and skill development. Canonical is an equal opportunity employer, fostering a workplace free from discrimination. The company values diversity of experience, perspectives, and backgrounds, recognizing their contribution to a better work environment and improved products.