Partner Sales Manager - Dell

Partner Sales Manager - Dell at Canonical

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 like public cloud, data science, AI, engineering innovation, and IoT. We serve the world's leading public cloud and silicon providers, and industry leaders across various sectors. Canonical pioneers global distributed collaboration, with over 1200 colleagues in 75+ countries and very few office-based roles. Teams meet two to four times annually in person, in interesting locations worldwide, for strategic alignment and execution.

The company is founder-led, profitable, and growing.

The Role

We are seeking a Partner Sales Manager - Dell to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu 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, representing the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager - Dell will collaborate closely with Dell and Canonical teams across various geographies. This involves enabling Dell teams, generating and transacting opportunities, driving a Canonical agenda within Dell, and achieving targeted results. You will be responsible for building trusted relationships with Dell, increasing Canonical market share and attach rate, evangelizing the partnership, and driving business interactions across personas, from engineers to CxOs. This role often includes running customer workshops focused on specific initiatives, attending sales events, giving public presentations, and participating in executive engagements as coordinated by the Senior Director.

Key Responsibilities

• 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.

What We Are Looking For In You

• 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 SalesForce.com and Google Suite a plus.

What We Offer Colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. Compensation is revisited annually (and more often for graduates and associates) to recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits reflecting our values and ideals, balancing programs to meet local needs and ensure global fairness.

• 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.

About Canonical

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, fostering a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, your application will receive fair consideration.

Key skills/competency

• Alliance Management
• Indirect Sales
• Dell Partnership
• Open Source Software
• Ubuntu Linux
• Cloud Technologies
• Salesforce.com
• Go-to-Market Strategy
• Business Development
• Cross-functional Leadership