Building Open Source Partnerships

4 days ago

Canberra, ACT, Australia beBeeStrategic Full time $120,000 - $150,000
Job Title: Strategic Partnership Manager

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.

We are hiring a Senior Sales Manager - Hewlett Packard Enterprise to be a key contributing team member within our 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.

This role will be based remotely in India.

Key Responsibilities:
  • Build strategic relationships with HPE teams and enable them on the partnership
  • 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
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
  • Excellent communication and presentation skills
  • Team player with superior accountability and customer support skills
Benefits:
  • Distributed work environment with twice-yearly team sprints in person
  • Personal learning and development budget
  • 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

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