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Partner sales

Partner Sales Manager - IHV Alliances

Canonical logoCanonical$2,000/yrRemote, any countryListed 1y+ ago
Apply on Canonical (shows the role here)Before you apply: what we know about Canonical

The posting

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.

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 & Wellness Platform
  • Opportunity 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 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. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

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.

#LI-remote

Where you can sell from

Fully remote, and open to sellers in any country.

Taken from Canonical's own posting, last seen live on 2 Nov 2026.

Apply on Canonical (shows the role here)

The application

Your details, CV and LinkedIn, then 11 questions (4 written).

Have readyCVLinkedInWebsite (optional)
  1. 1.
    Describe your experience working with IHVs in the enterprise server, PC, and IoT device marketsWritten answer
  2. 2.
    Describe your experience with alliance business developmentWritten answer
  3. 3.
    Describe your experience working with Linux or enterprise softwareWritten answer
  4. 4.
    How did you perform in mathematics at high school?Pick one (9 options)
  5. 5.
    How did you perform in your native language at high school?Pick one (9 options)
  6. 6.
    Please share your rationale or evidence for the high school performance selections above. Make reference to provincial, state or nation-wide scoring systems, rankings, or recognition awards, or to competitive or selective college entrance rWritten answer
  7. 7.
    What was your bachelor's university degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result e.g. ‘85 out of 100’, ‘2:1 (Grading system: first class, 2:1, 2:2, thirShort answer
  8. 8.
    We require all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vYes or no
  9. 9.
    In the past ten years, looking only at the time since you graduated your first undergraduate degree, how many companies have you worked for?Pick one (11 options)
  10. 10.
    In which country do you currently work?Pick one (314 options)
  11. 11.
    Please indicate your nationality:Pick any (226 options)

From Canonical's apply page, checked 2 Nov 2026.

About Canonical

Publishes Ubuntu and sells security, support, managed services and an open source infrastructure and application stack (private cloud, Kubernetes, storage, databases, observability, machine learning) to enterprises, telcos and the cloud, PC and silicon makers that ship it.

Pay schedule: Base pay set by location and reviewed yearly, plus a performance-driven annual bonus or commission, for employees who work from home and meet their teams in person a few times a year.

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