Partner Sales Manager - Dell Job Portland Maine USA,Sales

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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 such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders worldwide. We operate with a distributed team of over 1200 colleagues across more than 75 countries, with few office-based roles.

Teams meet periodically in person to align on strategy and execution.

We are hiring a Partner Sales Manager to join the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop solutions leveraging open source mandates and trends. Canonical’s Ubuntu and open source portfolio are key to these partners’ success. The Partner Sales Manager will work closely with Dell and Canonical teams globally to enable Dell, generate opportunities, and promote Canonical’s agenda within Dell.

Responsibilities include building relationships, increasing market share, evangelizing the partnership, and engaging with stakeholders from engineers to CxO level. The role involves customer workshops, sales events, presentations, and executive engagements.

The role entails:

Building strategic relationships and enabling Dell teams

Developing pipeline and transacting opportunities through Dell

Growing awareness of Canonical’s open source capabilities on Ubuntu

Deep understanding of Linux and cloud ecosystems

Achieving targets and representing the partner’s voice

Traveling regularly, sometimes internationally

Supporting internal Canonical teams to identify, support, and grow opportunities

Expanding existing customer footprint with Dell for upselling

Contributing to broader strategies and campaigns as defined by the Senior Director

Ideal candidates will have experience in alliance or indirect sales, be autonomous, disciplined, and proactive. They should be passionate about Ubuntu, familiar with Linux, virtualization, containers, and cloud tech, and possess excellent communication skills. Knowledge of Dell products and go-to-market strategies is preferred. Willingness to travel up to four times a year is required. Experience with Salesforce and Google Suite is a plus.

We offer a competitive, performance-driven compensation package, including annual reviews, bonuses, and benefits like learning budgets, health programs, and travel opportunities. Our work environment is distributed, with biannual in-person team sprints. We value diversity and are committed to equal opportunity employment.

About Canonical:

Canonical pioneers open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We operate globally with high standards for excellence, encouraging remote work since 2004. Join us to challenge yourself, learn, and grow in the future of software.

We are an equal opportunity employer, welcoming applicants from all backgrounds.

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