Partner Sales Manager - Hewlett Packard Enterprise, India

Overview Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is 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 such as

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 across personas—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

Responsibilities

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

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.

Seniority level Mid-Senior level

Employment type Full-time

Job function Sales and Business Development

Industries Software Development

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