Partner Sales Manager - Dell

Overview

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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 across public cloud, data science, AI, engineering innovation and IoT. Canonical represents a global, distributed team with 1200+ colleagues in 75+ countries and very few office-based roles.

The Partner Sales Manager will be a key member of the Dell alliances organization, reporting to the Senior Director of Global Alliances - Dell. The role involves enabling Dell teams, generating and transacting opportunities, driving a Canonical agenda within Dell, and achieving targeted results. The candidate will build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions across personas from engineers to CxOs.

Customer workshops, sales events, public presentations, and executive engagements may be part of the role as coordinated by the Senior Director.

• Build strategic relationships and enable Dell teams on the partnership
• Build pipeline and transact opportunities through Dell
• Grow Dell's awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets and 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 Dell customers with an aim to upsell to broader portfolio
• Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director

• 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 Dell – 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  and Google Suite a plus

• 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
• Travel upgrades for long-haul company events

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; 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.

• Mid-Senior level

• Full-time

• Sales and Business Development

• Software Development