Partner Sales Manager - Dell

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT.
Our customers include top public cloud and silicon providers, as well as industry leaders across sectors.
The company is founded-led, profitable, and growing.
About the Role
We are hiring a Partner Sales Manager to join our growing Dell alliances organization.
Major partners include OEM or Independent Hardware Vendors like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu.
These companies develop solutions leveraging open source mandates, with Ubuntu and our broader portfolio being key components.
Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will collaborate with Dell and Canonical teams globally to enable Dell, generate opportunities, and promote Canonical within Dell.
Responsibilities include building trusted relationships, increasing market share, evangelizing the partnership, and engaging with various personas from engineers to CxO level.
The role involves conducting workshops, participating in sales events, delivering presentations, and engaging with executives.
Location
This position is remote, based in the Americas or APAC regions.
Key Responsibilities

Build strategic relationships and enable Dell teams on the partnership.
Create pipeline and transact opportunities through Dell.
Increase awareness of Canonical's open source capabilities on Ubuntu within Dell.
Deepen understanding of Linux and cloud software ecosystems.
Meet targets and objectives, representing the voice of the partner.
Travel regularly, sometimes internationally, to foster partnerships.
Support internal Canonical teams to identify, support, grow, and transact opportunities.
Expand existing customer footprint with Dell, aiming for upselling opportunities.
Contribute to broader strategic initiatives and campaigns as directed by the Senior Director.
Candidate Profile

Experience in alliance or indirect sales management roles.
Autonomous, disciplined, and proactive with a hands-on approach.
Ability to understand customer requirements, evaluate gaps, and create opportunities.
Passionate about Ubuntu products and the mission.
Comfortable working in fast-paced, high-pressure environments with clear goals.
Knowledge of Linux, virtualization, containers, and cloud technologies.
Excellent communication and presentation skills.
Team player with strong accountability and customer support skills.
Credibility and working knowledge of Dell's products and go-to-market strategies.
Experience managing cross-functional teams and operational excellence.
Willingness to travel up to 4 times a year.
Experience with Salesforce.com and Google Suite is a plus.
What We Offer
We offer a competitive, performance-driven compensation package, including base salary, annual bonuses or commissions, and benefits reflecting our values.
Our offerings include:

Distributed work environment with biannual in-person team sprints.
USD 2,000 annual learning and development budget.
Annual compensation reviews.
Recognition rewards, holiday leave, maternity and paternity leave.
Employee Assistance Programme.
Opportunities to travel and meet colleagues worldwide.
Travel upgrades for company events.
About Canonical
Canonical is a pioneering tech company leading the global open source movement.
As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming software development.
We recruit globally, uphold high standards, and foster a high-performance, innovative work environment.
Most colleagues work remotely, embracing the future of work.
Canonical is an equal opportunity employer, committed to diversity and inclusion, and offers fair consideration regardless of background or identity.
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