About this role.
Canonical is hiring a Partner Sales Manager to lead the strategic alliance with Hewlett Packard Enterprise (HPE) in India. This remote role focuses on building trusted relationships with HPE, driving pipeline growth, and expanding Canonical's open source footprint within HPE's customer base. The ideal candidate has experience in alliance or indirect sales, deep knowledge of Linux and cloud technologies, and a self-driven, hands-on approach. This position requires frequent travel, including international trips, and close collaboration with internal field teams and HPE stakeholders from engineers to CxOs. It's an exciting opportunity to influence open source adoption at a global scale while working in a distributed, founder-led company.
Role DNA
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Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Partner Sales Manager position at Canonical, focusing on the HPE partnership. With over X years of experience in alliance and indirect sales within the enterprise technology sector, I have a proven track record of building strategic partnerships that drive revenue and market share. My deep understanding of Linux, virtualization, and cloud ecosystems aligns perfectly with Canonical's mission to accelerate open source innovation.
At my previous role, I successfully managed key OEM alliances, increased attach rates, and consistently exceeded pipeline targets by collaborating closely with both partner field teams and internal sales organizations. I am known for my autonomous, get-it-done mentality and my ability to engage stakeholders from engineers to C-level executives, which I believe is essential for this role.
I am particularly drawn to Canonical's distributed work model and its leadership in open source. I am eager to bring my sales acumen, technical fluency, and passion for Ubuntu to help grow the HPE partnership. Thank you for your consideration.
Sincerely, [Your Name]
Sample interview questions
I would start by mapping HPE's organizational structure, identifying key decision-makers and influencers across sales, product, and engineering. Then I'd develop joint value propositions and enablement sessions to educate teams on Ubuntu's benefits. I'd also create a joint business plan with shared targets, and establish regular cadence to track progress and align on pipeline opportunities.
In a previous role, I managed a partnership with a major hardware vendor. I organized executive briefings, technical workshops, and joint webinars to showcase our solution. I also created sales enablement tools like battle cards and demo scripts. This increased partner confidence and led to a 30% growth in co-sold deals within two quarters.
I prioritize metrics like pipeline coverage, weighted funnel, time-to-close, and attach rate. I use CRM tools like Salesforce.com to track every opportunity and maintain a clean pipeline. I also work closely with partner sales reps to ensure they have the right support, and I regularly review forecasts to identify risks and opportunities.
Ubuntu offers security, long-term support, and seamless integration with cloud and AI technologies, which are critical for enterprise customers. I would communicate this through customer workshops, demonstrating how Ubuntu reduces cost and complexity while enabling innovation. I'd also tailor the message to each customer's use case, such as edge computing or digital transformation.
I rely on clear communication and structured workflows. I schedule regular check-ins with internal stakeholders and use collaborative tools like Google Workspace. I document all action items and follow-ups in CRM and shared trackers. I also prioritize travel to key events and meetings, ensuring that face-to-face time is impactful and aligned with strategic goals.
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 – 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
- Build strategic relationships and enable HPE teams on the partnership
- Build pipeline and transact opportunities through HPE
- Grow HPE’s 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 – including internationally – to drive partnerships in person
- Align and support internal canonical field teams – identify, support, grow, transact
- Expand existing footprint with HPE customers with an aim to upsell to broader portfolio
- 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
- Experience in alliance or indirect sales management roles
- Sales acumen, ability to build and manage a pipeline of business
- 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 HPE – its 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.com 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.
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