About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the publisher of Ubuntu, the world's most widely used Linux distribution, Canonical powers enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud providers, silicon manufacturers, and industry giants across sectors. With over 1200 colleagues in more than 75 countries, Canonical embodies a founder-led, profitable, and rapidly growing organization. We champion a remote-first culture, with teams collaborating through two to four in-person sprints annually in exciting global locations to align on strategy and execution.

Role Overview

The Partner Sales Manager - Hewlett Packard Enterprise (HPE) role is a pivotal position within Canonical's growing Independent Hardware Vendor (IHV) team. Major OEMs and IHVs like HPE, Dell, IBM, Lenovo, Ericsson, Cisco, and Fujitsu are key partners, leveraging Ubuntu and Canonical's open source portfolio to build software-defined solutions amid global open source mandates. Based remotely in India, this role focuses on building trusted relationships with HPE, increasing Canonical's market share and attach rates, evangelizing the partnership, and driving business across all personas from engineers to CxOs. Expect regular travel, including international trips, customer workshops, sales events, public presentations, and executive engagements coordinated by the Senior Director.

Key Responsibilities

• Build strategic relationships and enable HPE teams on the Canonical partnership.
• Build pipeline and transact opportunities through HPE channels.
• Grow HPE’s awareness of open source capabilities on Canonical Ubuntu.
• Demonstrate deep understanding of Linux, virtualization, containers, and cloud software ecosystems.
• Deliver on targets, objectives, and serve as the voice of the partner internally.
• Travel regularly, including internationally, to drive partnerships in person.
• Align and support internal Canonical field teams to identify, support, grow, and transact deals.
• Expand existing footprint with HPE customers, aiming to upsell broader portfolio solutions.
• Support broader strategy, initiatives, and key campaigns as defined by the HPE Global Alliance Director.

Qualifications & Requirements

We seek candidates with proven experience in alliance or indirect sales management roles, strong sales acumen for building and managing business pipelines, and an autonomous, disciplined, hands-on mentality. Key qualifications include the ability to capture customer requirements, evaluate gaps, and create opportunities; passion for Ubuntu products and Canonical's mission; comfort in fast-paced, high-pressure environments with measurable goals; and experience with Linux, virtualization, containers, and cloud technologies. Excellent communication and presentation skills are essential, along with being a team player with superior accountability and customer support. Credibility and working knowledge of HPE—its products, go-to-market motions, and field operations—are critical. Experience managing cross-functional teams, a track record of operational excellence, and hands-on use of SalesForce.com and Google Suite are highly valued. Willingness to travel up to four times a year for internal events is required.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to geographical location, experience, and results, with annual reviews and more frequent adjustments for high performers. In addition to base pay, enjoy a performance-driven annual bonus or commission. Our benefits package reflects our values of fairness and global equity:

• Distributed work environment with twice-yearly in-person team sprints.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation review and recognition rewards.
• Generous annual holiday leave, maternity, and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Opportunity to travel to new locations for colleague meetups.
• Priority Pass and travel upgrades for long-haul company events.

Career Growth

At Canonical, career progression is driven by performance and impact. This Partner Sales Manager role offers exposure to global partnerships, executive interactions, and cutting-edge open source technologies. With our remote-first model and emphasis on learning (USD 2,000 annual budget), you'll have resources to upskill in Linux, cloud, and sales strategies. Regular sprints foster networking across 75+ countries, while annual reviews ensure recognition. High performers advance to leadership in alliances, field sales, or strategic initiatives, contributing to Canonical's mission of open source dominance.

Why Join Canonical

Join a profitable, founder-led company shaping the future of open source. Work on Ubuntu, the platform for cloud, AI, and IoT innovation, partnering with giants like HPE. Our remote-first culture prioritizes work-life balance, global collaboration, and personal growth. Be part of breakthrough enterprise solutions, with travel to inspiring locations and benefits that support your success. Canonical values diversity, excellence, and the power of open source to drive technological progress.

Role FAQs

Q: Is this role fully remote? Yes, home-based in India with required travel for events and partnerships.

Q: What travel is involved? Regular travel, including international, up to 4 internal events yearly.

Q: Do I need HPE-specific experience? Credibility and knowledge of HPE products and GTM are essential.

Q: What tools are used? SalesForce.com and Google Suite; experience is a plus.

Q: How is compensation structured? Base pay plus performance bonus/commission, reviewed annually.

Q: Why Ubuntu for enterprises? Ubuntu leads in public cloud, AI, data science, and IoT for global leaders.