Partner Sales Manager - Dell

Canonical; Moncton; Remote; CAD 90,000 - 120,000; Full time

Job summary

A leading provider of open source software is seeking a Partner Sales Manager to enhance partnerships with Dell and other major OEMs. This remote role involves building relationships, increasing market share, and promoting Canonical's open source agenda. Ideal candidates will have experience in sales management, strong communication skills, and a passion for open source technologies.

Benefits

USD 2,000 annual learning and development budget

Annual compensation review and performance incentives

Employee Assistance Programme

Opportunities for travel and location visits

Qualifications

• Experience in alliance or indirect sales management.
• Knowledge of Linux, virtualization, containers, and cloud technologies.

Responsibilities

• Build strategic relationships and enable Dell teams on the partnership.
• Increase Dell's awareness of Canonical's open source capabilities.
• Travel regularly, including internationally, to foster partnerships.

Skills

Communication

Proactivity

Customer Support

Teamwork

Tools

Salesforce

Google Suite

Job description

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. Our customers include leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Partner Sales Manager to join the growing Dell alliances organization. Major partners include OEM and Independent Hardware Vendors such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions to leverage open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key to these partners' success, positioning Canonical as the premier platform for 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, and promote Canonical’s agenda. Responsibilities include building trusted relationships with Dell, increasing market share and attach rate, evangelizing the partnership, and engaging with stakeholders from engineers to CxO level. The role involves running customer workshops, attending sales events, delivering presentations, and participating in executive engagements.

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

Responsibilities:

1. Build strategic relationships and enable Dell teams on the partnership
2. Develop pipeline and transact opportunities through Dell
3. Increase Dell's awareness of Canonical's open source capabilities
4. Deepen understanding of Linux and cloud software ecosystems
5. Achieve targets, objectives, and represent the partner's voice
6. Travel regularly, including internationally, to foster partnerships
7. Support internal Canonical teams in identifying, supporting, growing, and transacting opportunities
8. Expand existing customer footprint with Dell, aiming for upselling opportunities
9. Contribute to broader strategies, initiatives, and campaigns as directed by the Senior Director

Candidate Profile:

• Experience in alliance or indirect sales management
• Autonomous, disciplined, and proactive
• Skilled in capturing customer requirements and creating opportunities
• Passionate about Ubuntu and open source
• Comfortable in fast-paced, goal-oriented environments
• Knowledge of Linux, virtualization, containers, and cloud technologies
• Excellent communication and presentation skills
• Team-oriented with strong accountability and customer support skills
• Credibility with Dell products and go-to-market strategies
• Experience managing cross-functional teams and operational excellence
• Willing to travel up to 4 times annually
• Experience with Salesforce and Google Suite is a plus

What We Offer:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review and performance incentives
• Additional benefits reflecting our values, tailored to local needs
• Recognition rewards, holiday leave, parental leave
• Employee Assistance Programme
• Opportunities for travel and location visits

About Canonical: Canonical is a pioneering tech firm leading the global shift to open source. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming software. We hire globally and uphold high standards of excellence. Working remotely is standard here, fostering innovation and continuous learning.

Canonical is an equal opportunity employer committed to diversity and inclusion. We value diverse perspectives and backgrounds, and all applications are given fair consideration.