About Canonical

Canonical is a pioneering technology company at the forefront of open source software innovation, best known for Ubuntu, the world's most popular Linux distribution for enterprises. Our platform powers breakthrough initiatives in public cloud, data science, AI, engineering, and IoT. Leading public cloud providers, silicon manufacturers, and industry giants rely on Ubuntu to drive their digital transformations. As a founder-led, profitable, and rapidly growing organization, Canonical employs over 1200 colleagues across 75+ countries, embracing a fully distributed, remote-first culture with minimal office-based roles. Teams connect through two to four in-person sprints annually in exciting global locations to strategize and execute.

Role Overview

The Partner Sales Manager - IHV Alliances role is a pivotal position within Canonical's expanding IHV alliances team. IHVs such as Dell, HPE, 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. Reporting to the Head of IHV Alliances, you'll collaborate with global IHV and Canonical teams to enable partners, generate opportunities, drive Canonical's agenda, and hit ambitious targets. This remote, home-based role spans worldwide, requiring regular travel, including international trips, and involves engaging stakeholders from engineers to CxOs through workshops, events, presentations, and executive meetings.

Key Responsibilities

• Build and nurture strategic relationships while enabling partner teams on the Canonical partnership.
• Develop sales pipelines and transact opportunities via IHVs to boost Canonical's market share.
• Increase partner awareness of open source capabilities powered by Ubuntu.
• Demonstrate expertise in Linux, virtualization, containers, and cloud ecosystems.
• Meet targets, provide partner insights, and voice partner needs internally.
• Travel regularly, up to four times yearly for internal events, to strengthen in-person partnerships.
• Align with and support Canonical's field teams in identifying, growing, and closing deals.
• Expand existing IHV footprints by upselling broader Canonical portfolio solutions.
• Contribute to overarching strategies, initiatives, and marketing campaigns.

Day-to-Day Impact

Expect a dynamic mix of relationship management, opportunity hunting, and execution in a fast-paced environment. You'll evangelize Ubuntu's role in open source innovation, run customer-focused workshops, and participate in high-stakes sales events.

Qualifications & Requirements

Canonical seeks autonomous, results-driven professionals with a 'get-it-done' mentality. Ideal candidates bring:

• Proven experience in alliance or indirect sales management.
• Deep credibility and knowledge of IHVs' products, go-to-market strategies, and field operations.
• Strong passion for Ubuntu products and Canonical's open source mission.
• Expertise in Linux, virtualization, containers, cloud technologies, and the broader ecosystem.
• Excellent communication, presentation, and cross-functional team leadership skills.
• Comfort in high-pressure settings with measurable goals and operational excellence track record.
• Hands-on experience with Salesforce and Google Suite is a plus.
• Willingness to travel up to 4 times per year for team sprints and partner engagements.

What Sets You Apart

Success hinges on your ability to capture customer needs, spot gaps, and create opportunities while building trusted, long-term alliances.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses/commissions. Beyond base pay, enjoy:

• Fully distributed work with biannual in-person team sprints in global destinations.
• USD 2,000 annual personal learning and development budget.
• Recognition rewards and annual holiday leave.
• Comprehensive maternity and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Priority Pass membership and travel upgrades for long-haul company events.

These benefits underscore Canonical's commitment to fairness, work-life balance, and employee well-being across our global workforce.

Career Growth

At Canonical, career progression is driven by performance and impact. This role offers exposure to executive-level partnerships, global travel, and cross-functional collaboration, positioning you for advancement in sales leadership, alliances strategy, or broader open source ecosystem roles. With annual compensation reviews and learning stipends, we invest in your continuous development amid Ubuntu's expanding enterprise footprint.

Why Join Canonical

Join a remote-first pioneer shaping the future of open source. Work on Ubuntu, the gold standard for cloud, AI, and IoT, alongside top IHVs. Thrive in a high-growth, profitable company with founder-led vision, global reach, and a culture of autonomy, accountability, and innovation. Contribute to macro trends like open source mandates while enjoying unparalleled flexibility and perks.

Role FAQs

Is this role fully remote?

Yes, it's home-based worldwide, with required travel for team sprints and partner meetings.

What travel is involved?

Regular travel, including international, up to 4 internal events yearly, plus partner visits.

Do I need Linux experience?

Yes, deep knowledge of Linux, cloud tech, and IHVs is essential.

How is compensation structured?

Base pay plus performance bonus/commission, reviewed annually, competitive globally.

What makes Canonical unique?

Our remote-first model, Ubuntu's enterprise dominance, and commitment to open source excellence.