Job Description:
Canonical is seeking a key contributor to its growing IHV team. The Partner Sales Manager will be responsible for building trusted relationships with HPE, increasing Canonical market share and attach rate, evangelizing the partnership and driving business interactions from across personas - from engineer to CXO. This role entails running customer workshops focused on particular initiatives at the customer, attending sales events, giving public presentations, and participating in executive engagements as coordinated by the Senior Director.
Location: This role will be based remotely in India.
Responsibilities:
* Build strategic relationships and enable HPE teams on the partnership
* Build pipeline and transact opportunities through HPE
* Grow HPE's 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 - including internationally - to drive partnerships in person
* Align and support internal Canonical field teams - identify, support, grow, transact
* Expand existing footprint with HPE customers with an aim to upsell to broader portfolio
* Support and contribute to broader strategy, initiatives, and key campaigns as defined by the HPE Global Alliance Director
Required Skills and Qualifications:
* Experience in alliance or indirect sales management roles
* Sales acumen, ability to build and manage a pipeline of business
* 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 HPE - its 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.com and Google Suite a plus
Benefits:
* Distributed work environment with twice-yearly team sprints in person
* 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 Us:
We are 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.
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.
Seniority Level:
* Mid-Senior level
Employment Type:
* Full-time
Job Function:
* Sales and Business Development
Industry:
* Software Development