About the Job
Canonical's leading position in providing open source software and operating systems to global enterprises drives the need for strategic partnerships. Our Ubuntu platform plays a crucial role in breakthrough initiatives like public cloud, data science, AI, engineering innovation, and IoT.
We are hiring a Partner Sales Manager to contribute to our growing IHV team. Large OEM or Independent Hardware Vendor (IHV) brands such as HPE, Dell, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others, partner with us to capitalize on global open source mandates and macro trends. Canonical's flagship product, Ubuntu, is a key ingredient for these partners to realize their aspirations.
The successful candidate will build trusted relationships with HPE, increase market share, and attach rate, while evangelizing the partnership and driving business interactions from across various personas - engineers to CxOs. They will be responsible for running customer workshops, attending sales events, giving public presentations, and participating in executive engagements coordinated by the Senior Director.
This role entails building strategic relationships and enabling HPE teams on the partnership, growing pipeline and transacting opportunities through HPE, demonstrating a deep understanding of the Linux and cloud software ecosystem, delivering on targets and objectives, and providing a voice of the partner. Regular international travel will drive partnerships in person, aligning and supporting internal field teams, identifying, supporting, growing, and expanding existing footprint with HPE customers, aiming to upsell to a broader portfolio, supporting strategy, initiatives, and campaigns defined by the HPE Global Alliance Director.
Key Responsibilities:
* Build strategic relationships with HPE and enable their teams on the partnership
* Grow pipeline and transact opportunities through HPE
* Demonstrate a deep understanding of the Linux and cloud software ecosystem
* Deliver on targets and objectives
* Provide a voice of the partner
* Travel regularly, including internationally, to drive partnerships in person
* Align and support internal field teams
* Identify, support, grow, and expand existing footprint with HPE customers
* Aim to upsell to a broader portfolio
* Support strategy, initiatives, and campaigns defined by the HPE Global Alliance Director
Benefits:
This role offers a unique opportunity to contribute to a growing IHV team, develop strategic relationships, and drive business growth. The successful candidate will have a comprehensive understanding of the Linux and cloud software ecosystem, excellent communication skills, and the ability to work collaboratively with cross-functional teams.