Partner Sales Manager - Dell

Canonical; Laval; Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player in open source technology is seeking a Partner Sales Manager to drive sales initiatives with major partners like Dell. This remote role focuses on building strategic relationships, increasing market share, and promoting open source solutions within the Dell ecosystem. The ideal candidate will have a passion for Ubuntu and open source, with strong skills in alliance sales management and a deep understanding of Linux and cloud technologies. Join a dynamic team that values innovation, collaboration, and personal growth while contributing to impactful projects in the tech industry.

Benefits

Annual learning and development budget

Performance bonuses

Employee Assistance Programme

Travel opportunities for meetings and events

Recognition rewards

Holiday leave

Parental leave

Qualifications

• Experience in alliance or indirect sales management roles.
• Knowledge of Linux, virtualization, and cloud software ecosystems.

Responsibilities

• Build strategic relationships and enable Dell teams.
• Develop pipeline and transact opportunities through Dell.
• Raise awareness of open source capabilities on Ubuntu.

Skills

Alliance Sales Management

Linux Knowledge

Cloud Technology

Communication Skills

Presentation Skills

Customer Support Skills

Results-Oriented

Team Collaboration

Tools

Salesforce

Google Suite

Job description

Join to apply for 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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include major public cloud and silicon providers, along with industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet periodically worldwide 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 member of the growing Dell alliances organization. Major partners include OEM or Independent Hardware Vendors like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others, building solutions around open source mandates. Canonical’s flagship, Ubuntu, and its open source portfolio are vital for these partners to meet their goals. Canonical offers a platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will collaborate with Dell and Canonical teams globally to enable Dell, generate opportunities, promote Canonical within Dell, and achieve targets. Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO. The role involves customer workshops, attending sales events, public presentations, and executive engagements.

Location: This role is remote, based in the Americas or APAC regions.

The role entails:

1. Building strategic relationships and enabling Dell teams
2. Developing pipeline and transacting opportunities through Dell
3. Raising awareness of open source capabilities on Ubuntu within Dell
4. Understanding Linux and cloud software ecosystems
5. Meeting targets and objectives, representing the partner
6. Traveling regularly, sometimes internationally
7. Supporting internal Canonical teams
8. Expanding existing customer footprints with Dell
9. Contributing to broader strategies and campaigns

What we are looking for in you:

1. Experience in alliance or indirect sales management roles
2. Autonomous, disciplined, hands-on, results-oriented
3. Ability to capture customer requirements and create opportunities
4. Passion for Ubuntu and open source
5. Comfortable in fast-paced, goal-driven environments
6. Knowledge of Linux, virtualization, containers, cloud tech
7. Excellent communication and presentation skills
8. Team player with accountability and customer support skills
9. Credibility with Dell’s products and go-to-market approach
10. Experience managing cross-functional teams
11. Willingness to travel up to 4 times a year
12. Experience with Salesforce and Google Suite is a plus

What we offer colleagues:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review and performance bonuses
• Various benefits reflecting our values
• Recognition rewards, holiday leave, parental leave
• Employee Assistance Programme
• Travel opportunities for meetings and events

About Canonical: Canonical is a pioneering open source tech firm, publisher of Ubuntu, and leader in cloud, AI, and IoT solutions. We hire globally, set high standards, and promote excellence. Most colleagues work remotely, embracing the future of work, innovation, and continuous learning.

Canonical is an equal opportunity employer, committed to diversity and inclusion, ensuring fair consideration for all applicants regardless of background.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development