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 initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.
We are hiring a Partner Sales Manager - Hewlett Packard Enterprise to join the HIV team. Major partners include OEMs and IHVs like HPE, Dell, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, who develop software-defined solutions aligned with open source mandates. Canonical's Ubuntu and open source portfolio are key to these partners' success, providing a platform for rapid innovation.
The Partner Sales Manager will build trusted relationships with HPE, increase Canonical's market share, evangelize the partnership, and drive business interactions across various personas—from engineers to CxOs. Responsibilities include conducting customer workshops, attending sales events, delivering public presentations, and engaging with executives as directed by the Senior Director.
Location: This role is remote in India.
Key Responsibilities:
Build strategic relationships and enable HPE teams on the partnership.
Develop pipeline and transact opportunities through HPE.
Increase HPE's awareness of Canonical's open source capabilities on Ubuntu.
Demonstrate a deep understanding of the Linux and cloud software ecosystem.
Meet targets and objectives, and serve as the voice of the partner.
Travel regularly, including internationally, to foster partnerships in person.
Support internal Canonical teams—identify, support, grow, and transact.
Expand existing HPE customer footprint with upselling opportunities.
Contribute to broader strategies, initiatives, and campaigns as guided by the HPE Global Alliance Director.
Candidate Profile:
Experience in alliance or indirect sales management roles.
Strong sales acumen with the ability to build and manage pipelines.
Autonomous, disciplined, and proactive with a get-it-done attitude.
Ability to understand customer requirements, identify gaps, and create opportunities.
Passionate about Ubuntu and open source.
Comfortable in fast-paced, high-pressure environments with measurable goals.
Knowledge of Linux, virtualization, containers, and cloud technologies.
Excellent communication and presentation skills.
Team player with accountability and customer support skills.
Credibility and working knowledge of HPE's products and go-to-market strategies.
Experience managing cross-functional teams and operational excellence.
Willingness to travel up to 4 times a year.
Experience with Salesforce.com and Google Suite is a plus.
What We Offer:
Distributed work environment with biannual in-person team sprints.
USD 2,000 annual learning and development budget.
Annual compensation review and performance bonuses.
Comprehensive benefits reflecting our values and local needs.
Opportunities for travel and professional growth.
About Canonical:
Canonical pioneers open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and promote a work environment that values excellence. Since 2004, most colleagues work remotely, embracing the future of work.
Canonical is an equal opportunity employer. We value diversity and are committed to fair treatment for all applicants, regardless of background or identity.
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