Partner Sales Manager - Dell

Canonical; Victoria; 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 alliances with major OEMs like Dell. This role involves building relationships, increasing market share, and evangelizing Canonical's open source solutions, particularly Ubuntu. The successful candidate will work remotely, engage with stakeholders, and travel internationally to strengthen partnerships.

Benefits

Personal learning and development budget of USD 2,000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunity to travel to new locations

Priority Pass for travel upgrades

Qualifications

• Experience in alliance or indirect sales management roles.
• Excellent communication and presentation skills.
• Experience with Linux, virtualization, and cloud technologies.

Responsibilities

• Build strategic relationships and enable Dell teams.
• Increase Dell's awareness of open source capabilities.
• Travel regularly to drive partnerships.

Skills

Communication

Presentation

Teamwork

Customer Support

Tools

SalesForce.com

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 the world's leading public cloud and silicon providers, and industry leaders across various sectors. The company is a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, 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 within the growing Dell alliances organization. Major partners include large OEMs or Independent Hardware Vendors (IHVs) such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others. These companies build software-defined solutions to leverage global open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are crucial for these partners to realize their goals. Canonical offers the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams across various regions to enable Dell teams, generate and transact opportunities, promote a Canonical agenda within Dell, and achieve targeted results. Responsibilities include building trusted relationships with Dell, increasing Canonical's 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, giving public presentations, and participating in executive engagements as coordinated by the Senior Director.

Location: This role will be based remotely in the Americas or APAC regions.

The role entails

1. Build strategic relationships and enable Dell teams on the partnership
2. Build pipeline and transact opportunities through Dell
3. Increase Dell's awareness of open source capabilities on Canonical Ubuntu
4. Demonstrate a deep understanding of the Linux and cloud software ecosystem
5. Deliver on targets, objectives, and provide a voice of the partner
6. Travel regularly - sometimes internationally - to drive partnerships in person
7. Align and support internal Canonical field teams - identify, support, grow, transact
8. Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
9. Support and contribute to broader strategy, initiatives, and key campaigns as defined by the Senior Director

What we are looking for in you

1. Experience in alliance or indirect sales management roles
2. Autonomous, disciplined, hands-on, get-it-done mentality
3. Ability to capture customer requirements, evaluate gaps, identify and create opportunities
4. Passionate about Ubuntu products and mission
5. Comfortable in fast-paced and high-pressure environments with measurable goals
6. Experience with Linux, virtualization, containers, and other cloud technologies
7. Excellent communication and presentation skills
8. Team player with accountability and customer support skills
9. Credibility and working knowledge of Dell - its products, go-to-market motion, and field
10. Experience managing cross-functional teams and operational excellence
11. Willingness to travel up to 4 times a year for internal events
12. Hands-on experience with SalesForce.com and Google Suite is a plus

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we 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. We balance our programs to meet local needs and ensure fairness globally.

• 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
• Employee Assistance Programme
• 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 publisher of Ubuntu, a key open source project and platform for AI, IoT, and cloud, we are transforming the software world. We recruit globally and maintain high standards for new hires. Working here is a step into the future, challenging you to think differently, work smarter, learn new skills, and elevate your performance.

Canonical is an equal opportunity employer and values diversity of experience, perspectives, and background. We are committed to a workplace free from discrimination and will consider all applications fairly.