Remote opportunity at
CanonicalPartner Sales Manager - IHV Alliances
This remote, full-time role sits in Canonical's IHV Alliances group. The Partner Sales Manager works with large OEM and independent hardware vendors, which the posting names…
Career Tools
About This Role
This remote, full-time role sits in Canonical's IHV Alliances group. The Partner Sales Manager works with large OEM and independent hardware vendors, which the posting names as examples such as Lenovo, Cisco, Fujitsu and Dell. These vendors build software-defined products, and Canonical presents Ubuntu and its wider open source range as central to those products. The manager sits under the Head of IHV Alliances and coordinates with partner staff and…
Job Description
This remote, full-time role sits in Canonical's IHV Alliances group. The Partner Sales Manager works with large OEM and independent hardware vendors, which the posting names as examples such as Lenovo, Cisco, Fujitsu and Dell. These vendors build software-defined products, and Canonical presents Ubuntu and its wider open source range as central to those products.
The manager sits under the Head of IHV Alliances and coordinates with partner staff and Canonical field teams across several geographies. The core of the job is helping partner teams engage with Canonical, creating pipeline, winning deals through the vendor, and growing Canonical's share of each vendor's sales. The position also involves building relationships at every level, from engineers to CxO, running customer workshops, attending sales events, giving presentations and joining executive meetings.
The posting asks for an autonomous, hands-on person who can understand customer needs, spot gaps and turn them into opportunities. Previous work in alliance or indirect sales is essential, and so is a solid understanding of a vendor's products, go-to-market approach and field organisation. Travel is part of the role, sometimes overseas, and internal events require attendance up to four times a year.
Responsibilities
- Help partner teams take up Canonical's offerings and build strategic ties
- Create pipeline and close deals through the IHV
- Lift the vendor's awareness of Ubuntu and Canonical's open source strengths
- Hit agreed targets and voice the partner's view inside Canonical
- Work with Canonical field teams to find, nurture and close business
- Grow existing IHV customer accounts and sell more of the portfolio
- Contribute to wider strategy, initiatives and campaigns
Requirements
- Background running alliance or indirect sales teams
- Self-directed, disciplined and practical working style
- Skill in understanding customer needs and spotting openings
- Practical command of Linux, virtualisation, container and cloud topics
- Strong communication and presenting skills
- Track record managing cross-functional groups with operational discipline
- Willingness to travel up to four trips yearly to internal events
Qualifications
- Working knowledge of the vendor's products, sales motion and field teams
- Practical use of Salesforce and Google Suite
- Reliable team player who takes ownership and supports customers
Core Skills
Benefits
- Mostly remote setup, with in-person team sprints twice yearly
- USD 2,000 yearly for learning and development
- Base pay with a bonus or commission linked to performance
- Pay reviewed each year, with recognition awards
- Holiday leave, with maternity and paternity leave
- Wellness platform and an assistance programme
- Trips to new places to meet colleagues face to face
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this Partner Sales Manager role remote?
Yes. The posting describes it as remote, working with partner and Canonical teams across different geographies.
Who does the Partner Sales Manager report to?
The posting says the role sits under the Head of IHV Alliances.
How much travel is expected?
The role involves regular travel, sometimes international, and asks for attendance at internal events up to four times a year.
What salary is offered?
The posting does not specify a salary. It says base pay depends on location, experience, knowledge and skills, with a bonus or commission linked to performance.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.