Partner Sales Manager - Dell

Canonical; Montreal; Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Partner Sales Manager to enhance collaboration with major partners like Dell. This role focuses on building strategic relationships, increasing market share, and promoting open source solutions. You will engage with stakeholders, conduct workshops, and represent the company at sales events. If you are passionate about open source technology and thrive in a dynamic environment, this opportunity offers a chance to make a real impact while working remotely within a diverse and inclusive team.

Benefits

Annual Learning Budget of USD 2,000

Performance Bonuses

Comprehensive Benefits

Recognition Rewards

Parental Leave

Employee Assistance Program

Opportunities for Travel

Flexible Work Environment

Qualifications

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

Responsibilities

• Build strategic relationships and enable Dell teams.
• Develop pipeline and transact opportunities through Dell.

Skills

Sales Management

Linux Knowledge

Cloud Technology

Communication Skills

Presentation Skills

Education

Bachelor's Degree

Tools

Salesforce.com

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, and industry leaders across sectors. We are a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet a few times a year in interesting locations worldwide to align on strategy and execution.

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 IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions aligned with open source mandates. Canonical’s flagship product, Ubuntu, and its open source portfolio are key for these partners to achieve their goals.

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 Canonical’s market share, evangelizing the partnership, and engaging with stakeholders from engineers to CxO. The role involves customer workshops, sales events, public presentations, and executive engagement.

Location: Remote in the Americas or APAC regions.

The role entails:

1. Building strategic relationships and enabling Dell teams on the partnership.
2. Developing pipeline and transacting opportunities through Dell.
3. Raising awareness of open source capabilities on Canonical Ubuntu within Dell.
4. Demonstrating expertise in Linux and cloud software ecosystems.
5. Achieving targets and representing the partner’s voice.
6. Traveling regularly, sometimes internationally.
7. Supporting internal Canonical field teams to identify, support, grow, and transact opportunities.
8. Expanding existing customer footprint with Dell, aiming for upselling.
9. Contributing to broader strategies and campaigns as directed by the Senior Director.

What we are looking for in you:

1. Experience in alliance or indirect sales management.
2. Autonomous, disciplined, and proactive approach.
3. Ability to understand customer needs and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfort in fast-paced, goal-oriented environments.
6. Knowledge of Linux, virtualization, containers, and cloud tech.
7. Excellent communication and presentation skills.
8. Team-oriented with accountability and customer support skills.
9. Credibility and working knowledge of Dell’s products and go-to-market strategies.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times a year.
12. Experience with Salesforce.com 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 bonuses.
• Comprehensive benefits reflecting our values.
• Recognition rewards, annual leave, parental leave, Employee Assistance Program.
• Opportunities for travel and relocation to new locations.

About Canonical: Canonical pioneers open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and set high standards for excellence. Most colleagues work remotely, and working here challenges you to think differently and grow your skills.

Canonical is an equal opportunity employer, fostering diversity and inclusion in the workplace.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development