Partner Sales Manager

Join the Partner Sales Manager - Dell role 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 such as public cloud, data science, AI, engineering innovation and IoT. Canonical’s flagship product and open‑source portfolio enable partners like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and others to build software‑defined solutions. 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, evangelise the partnership and drive business interactions from engineers to CxO. The role often involves running customer workshops, attending sales events, giving public presentations and participating in executive engagements. 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 Qualifications 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) Benefits 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 and wellness platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long‑haul company events Performance‑driven annual bonus or commission 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 – Canonical is changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. Most colleagues work from home, and we value learning, innovation and excellence. Equal Opportunity Employer 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. Job Details Seniority level: Mid‑Senior Employment type: Full‑time Job function: Sales and Business Development Industries: Software Development #J-18808-Ljbffr