Partner Sales Manager - HPE

About the role

Canonical is hiring a Partner Sales Manager for Hewlett Packard Enterprise (HPE) to join its growing IHV (Independent Hardware Vendor) team. The role is remote, based in India, and focuses on building trusted relationships with HPE, increasing Canonical's market share and attach rate, and driving business interactions from engineers to CxOs. It involves running customer workshops, attending sales events, giving public presentations and taking part in executive engagements.

Key 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, act as a voice of the partner and expand the footprint with HPE customers, aiming to upsell to a broader portfolio
• Support internal Canonical field teams and contribute to strategy, initiatives and campaigns defined by the HPE Global Alliance Director
• Travel regularly, including internationally, to drive partnerships in person

Required profile

• Experience in alliance or indirect sales management roles
• Sales acumen and ability to build and manage a pipeline of business
• Autonomous, disciplined, hands-on approach
• Ability to capture customer requirements, evaluate gaps and create opportunities
• Passion for Ubuntu products and mission
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Experience managing cross-functional teams and a track record of operational excellence
• Willingness to travel up to four times a year for internal events

Required skills

• Experience with Linux, virtualization, containers and other cloud technologies
• Excellent communication and presentation skills
• Credibility and working knowledge of HPE, its products, go-to-market motion and field
• Hands-on experience with Salesforce.com and Google Suite is a plus

What we offer

• Base pay plus a performance-driven annual bonus or commission
• Distributed work environment with twice-yearly in-person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review, recognition rewards and annual holiday leave
• Maternity and paternity leave, Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events