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 + 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 - Hewlett Packard Enterprise to be a key contributing team member within the growing IHV team. Large OEM or Independent Hardware Vendor (IHV) brands - HPE, Dell, 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.
The Partner Sales Manager will be responsible to build trusted relationships with HPE, 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 as coordinated by the Senior Director.
Location: This role will be based remotely in India
The role entails
1. Build strategic relationships and enable HPE teams on the partnership
2. Build pipeline and transact opportunities through HPE
3. Grow HPE’s awareness of open source capabilities on Canonical Ubuntu
4. Demonstrate a deep understanding of the Linux and cloud software ecosystem
5. Deliver on targets, objectives and provide a voice of the partner
6. Travel regularly - including internationally - to drive partnerships in person
7. Align and support internal canonical field teams - identify, support, grow, transact
8. Expand existing footprint with HPE customers with an aim to upsell to broader portfolio
9. Support and contribute to broader strategy, initiatives and key campaigns as defined by the HPE Global Alliance Director
What we are looking for in you
10. Experience in alliance or indirect sales management roles
11. Sales acumen, ability to build and manage a pipeline of business
12. Autonomous, disciplined, hands-on, get-it-done mentality
13. Ability to capture customer requirements, evaluate gaps, identify and create opportunities
14. Passionate about Ubuntu products and mission
15. Comfortable in fast-paced and high pressure environments with measurable goals
16. Experience with Linux, virtualization, containers, and other cloud technologies
17. Excellent communication and presentation skills
18. Team player with superior accountability and customer support skills
19. Credibility and working knowledge of HPE - its products, go-to-market motion, and field
20. Experience managing cross-functional teams and track record of operational excellence
21. Willingness to travel up to 4 times a year for internal events
22. Hands on experience with 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.
23. Distributed work environment with twice-yearly team sprints in person
24. Personal learning and development budget of USD 2, per year
25. Annual compensation review
26. Recognition rewards
27. Annual holiday leave
28. Maternity and paternity leave
29. Team Member Assistance Program & Wellness Platform
30. Opportunity to travel to new locations to meet colleagues
31. Priority Pass and travel upgrades for long-haul company events