Partner Sales Manager - Dell

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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 enterprise initiatives across public cloud, data science, AI, engineering innovation and IoT. Our customers include 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 to align on strategy and execution. The company is founder led, profitable and growing.

We are hiring a Partner Sales Manager to be a key contributing member within the growing Dell alliances organization. Dell and other large OEM/IHV brands are major partners for Canonical. These partnerships help customers build software-defined solutions that leverage open source technologies. Canonical’s Ubuntu and broader open source portfolio are key ingredients for these partners. Canonical represents the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams across geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They will build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from engineers to executives.

They will often run customer workshops focused on initiatives, attend sales events, give public presentations and participate in executive engagements 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, 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

We consider geographical location, experience, and performance in shaping compensation worldwide. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals.

• 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

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are changing the world of software. We recruit on a global basis and set a high standard for people joining the company. Most colleagues work from home; this role supports our distributed model.

Canonical is an equal opportunity employer. We foster a workplace free from discrimination. Diversity of experience and perspective is valued and your application will be given fair consideration.

• Mid-Senior level

• Full-time

• Sales and Business Development

• Software Development