[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Partner Sales Manager – IHV Alliances AI Summary Canonical is hiring a Partner Sales Manager to grow strategic alliances with major independent hardware vendors and OEMs. The role focuses on enabling partner teams, building pipeline, transacting opportunities, expanding account footprint, and promoting Ubuntu and Canonical’s open-source portfolio. The manager will collaborate with internal field teams and senior partner stakeholders, from engineers to C-level executives. Success requires indirect sales experience, strong IHV market knowledge, cloud and Linux expertise, and comfort working toward measurable commercial goals. This is a remote, globally distributed role with periodic international travel for partner and internal events.[Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from🌐 AnywhereSalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished12 Nov 2026Apply before12 Dec 2026Listing views45Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Canonical](https://jobicy.com/company/canonical-ltd.md) 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. Location: This is a remote role. ### 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/161692-partner-sales-manager-ihv-alliances.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior commercial alliance role requiring both technical credibility and the ability to influence complex partner organizations. The candidate must independently create opportunities, coordinate cross-functional teams, and deliver measurable revenue outcomes in a fast-paced environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$130,000US market range (per year)$105k–$165k0$181.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No base salary was disclosed by the employer. Annual pay is inferred from the full-time senior sales-management scope; the estimated median is USD 130,000 per year, with a broader market estimate of USD 105,000 to USD 165,000 per year before variable commission or bonus. ## Core skills Skills and capabilities most closely associated with this opportunity. [Partner Sales](https://jobicy.com/jobs?search_keywords=Partner%20Sales.md)[Channel Sales](https://jobicy.com/jobs?search_keywords=Channel%20Sales.md)[Alliance Management](https://jobicy.com/jobs?search_keywords=Alliance%20Management.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[IHV Partnerships](https://jobicy.com/jobs?search_keywords=IHV%20Partnerships.md)[OEM Partnerships](https://jobicy.com/jobs?search_keywords=OEM%20Partnerships.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Linux](https://jobicy.com/jobs?search_keywords=Linux.md)[Cloud Computing](https://jobicy.com/jobs?search_keywords=Cloud%20Computing.md)[Virtualization](https://jobicy.com/jobs?search_keywords=Virtualization.md)[Containers](https://jobicy.com/jobs?search_keywords=Containers.md)[Executive Presentations](https://jobicy.com/jobs?search_keywords=Executive%20Presentations.md)[Cross-functional Leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20Leadership.md)[Account Growth](https://jobicy.com/jobs?search_keywords=Account%20Growth.md) Sample interview questionsHow have you developed a strategic relationship with a hardware vendor or channel partner?I begin by mapping the partner's business priorities, decision-makers, go-to-market model, and technical capabilities. I then create a joint account plan with measurable pipeline, enablement, marketing, and executive-engagement milestones, reviewing progress regularly with both organizations. How would you create pipeline through an IHV partner for Canonical's Ubuntu portfolio? I would identify partner segments where Ubuntu solves a clear infrastructure, cloud, edge, or AI need, enable the relevant sales and technical teams, and develop joint customer plays. I would track sourced and influenced opportunities in Salesforce, remove blockers quickly, and use customer workshops to progress qualified opportunities. What technical knowledge is most important when selling through IHV alliances? A partner sales manager should understand Linux, virtualization, containers, cloud architectures, and the commercial value of open source. The objective is not to replace engineers, but to translate technical capabilities into partner differentiation, customer outcomes, and a credible joint solution. Describe how you manage competing priorities while working independently in a distributed organization. I use a structured operating rhythm based on clear objectives, account priorities, documented next steps, and regular stakeholder updates. I focus first on opportunities with the strongest strategic and commercial impact while maintaining visibility into risks, dependencies, and required decisions. How would you handle a partner that is engaged but not producing transactions? I would diagnose whether the barrier is enablement, product fit, incentives, executive sponsorship, or lack of qualified customer demand. Based on the findings, I would reset the joint plan with specific actions, ownership, and deadlines, while escalating strategically if the partnership is not receiving appropriate commitment. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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