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- Tasks: Build strategic relationships and drive partnerships with major tech brands.
- Company: Join Canonical, a leader in open source software and innovation.
- Benefits: Enjoy remote work, competitive pay, and a personal development budget.
- Why this job: Make an impact in the tech world while working with cutting-edge solutions.
- Qualifications: Experience in sales management and a passion for Ubuntu products.
- Other info: Work in a diverse, global team with excellent career growth opportunities.
The predicted salary is between 36000 - 60000 £ per year.
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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 to build trusted relationships with our partners, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - 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:
- We consider geographical location, experience, and performance in shaping compensation worldwide.
- We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance.
- In addition to base pay, we offer a performance-driven annual bonus or commission.
- We provide all team members with additional benefits which reflect our values and ideals.
- We balance our programs to meet local needs and ensure fairness globally.
- 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
Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
Partner Sales Manager - IHV Alliances in Edinburgh employer: Canonical
Contact Detail:
Canonical Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Partner Sales Manager - IHV Alliances in Edinburgh
✨Network Like a Pro
Get out there and connect with people in the industry! Attend events, webinars, or even local meetups. Building relationships can open doors that a CV just can't.
✨Show Your Passion
When you get the chance to chat with potential employers, let your enthusiasm for Ubuntu and open source shine through. Share your experiences and how they align with Canonical's mission!
✨Prepare for the Spotlight
Practice your presentation skills! You might need to run customer workshops or give public talks. Being confident and clear will make you stand out as a candidate who can engage effectively.
✨Leverage Our Website
Don't forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're serious about joining the Canonical team.
We think you need these skills to ace Partner Sales Manager - IHV Alliances in Edinburgh
Some tips for your application 🫡
Show Your Passion for Open Source: When you're writing your application, let your enthusiasm for open source and Ubuntu shine through. We love candidates who are genuinely excited about our mission and can articulate how their experience aligns with it.
Tailor Your Experience: Make sure to highlight your relevant experience in alliance or indirect sales management. We want to see how your background fits the role of Partner Sales Manager, so don’t be shy about showcasing your achievements!
Be Clear and Concise: Keep your application straightforward and to the point. We appreciate clarity, so avoid jargon and focus on what makes you a great fit for the role. Remember, less is often more!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at Canonical
✨Know Your Partners
Before the interview, dive deep into Canonical's key partners like Dell, HPE, and IBM. Understand their products and how they align with Canonical's offerings. This knowledge will help you demonstrate your ability to build strategic relationships and show that you're genuinely interested in the role.
✨Showcase Your Sales Skills
Prepare specific examples from your past experience where you've successfully managed alliances or indirect sales. Highlight your hands-on approach and how you've captured customer requirements to create opportunities. This will illustrate your capability to drive results in a fast-paced environment.
✨Be Ready for Technical Questions
Brush up on your knowledge of Linux, cloud technologies, and open source software. Be prepared to discuss how these technologies can benefit Canonical's partners. Showing your technical expertise will set you apart and prove that you can engage effectively with both engineers and CxOs.
✨Practice Your Presentation Skills
Since you'll be running customer workshops and giving public presentations, practice articulating your ideas clearly and confidently. Consider doing mock presentations to friends or family. This will help you feel more comfortable and ensure you can communicate Canonical's value proposition effectively during the interview.
