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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include some of the world's leading public cloud and silicon providers, as well as industry leaders across various sectors. The company is a pioneer of global distributed collaboration, with over 1100 colleagues in 75+ countries and very few office-based roles. Teams meet two to four times annually in interesting locations worldwide to align on strategy and execution.
The company is founder-led, profitable, and growing.
We are hiring a Partner Sales Manager - Hewlett Packard Enterprise to be a key member within the growing HIV team. Major partners for Canonical include large OEM or Independent Hardware Vendor (IHV) brands such as HPE, Dell, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others. These companies develop software-defined solutions to leverage global open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are essential for these partners to achieve their goals. Canonical offers the best platform for rapid open source innovation.
The Partner Sales Manager will be responsible for building trusted relationships with HPE, increasing Canonical's market share and attach rate, evangelizing the partnership, and driving business interactions across various personas—from engineers to CxOs. They will often conduct customer workshops focused on specific initiatives, attend sales events, give public presentations, and participate in executive engagements as coordinated by the Senior Director.
Location: This role will be based remotely in India.
The role entails:
Building strategic relationships and enabling HPE teams on the partnership.
Developing pipeline and transacting opportunities through HPE.
Increasing HPE's awareness of open source capabilities on Canonical Ubuntu.
Demonstrating a deep understanding of the Linux and cloud software ecosystem.
Achieving targets and objectives, and representing the voice of the partner.
Traveling regularly— including internationally—to foster partnerships in person.
Aligning and supporting internal Canonical field teams—identifying, supporting, growing, transacting.
Expanding existing footprints with HPE customers, aiming to upsell to broader portfolios.
Supporting and contributing to broader strategy, initiatives, and key campaigns as defined by the HPE Global Alliance Director.
What we are looking for in you:
Experience in alliance or indirect sales management roles.
Strong sales acumen, with the ability to build and manage a pipeline of business.
Autonomous, disciplined, hands-on, with a get-it-done mentality.
Ability to capture customer requirements, evaluate gaps, and identify opportunities.
Passionate about Ubuntu products and mission.
Comfortable in fast-paced, high-pressure environments with measurable goals.
Experience with Linux, virtualization, containers, and other cloud technologies.
Excellent communication and presentation skills.
Team player with high accountability and customer support skills.
Credibility and working knowledge of HPE—its products, go-to-market strategies, and field operations.
Experience managing cross-functional teams and a track record of operational excellence.
Willingness to travel up to four times a year for internal events.
Hands-on experience with Salesforce.com and Google Suite is a plus.
What we offer colleagues:
A distributed work environment with twice-yearly team sprints in person.
A personal learning and development budget of USD 2,000 per year.
Annual compensation review.
Recognition rewards.
Annual holiday leave.
Maternity and paternity leave.
Employee Assistance Programme.
Opportunities to travel to new locations to meet colleagues.
Priority Pass and travel upgrades for long-haul company events.
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, one of the most significant open source projects and a platform for AI, IoT, and cloud computing, we are transforming the software landscape. We recruit globally and uphold high standards for new hires. Working at Canonical means thinking differently, working smarter, learning new skills, and elevating your performance.
Canonical is an equal opportunity employer
We are committed to fostering a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds enhances our work environment and products. We welcome applications from all backgrounds and ensure fair consideration of every applicant.
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