Partner Sales Manager - Dell

Canonical; Chihuahua; A distancia; USD 60,000 - 100,000; Jornada completa

Descripción de la vacante

An innovative firm is seeking a Partner Sales Manager to drive collaboration with major tech partners like Dell. This role focuses on building strategic relationships, increasing market share, and promoting open-source solutions. The position offers the flexibility of remote work while requiring travel for in-person engagements. Join a pioneering company that values continuous learning and offers a supportive environment for professional growth. If you have a passion for technology and a results-oriented mindset, this opportunity is perfect for you.

Servicios

Personal learning and development budget

Annual compensation review

Performance-based bonuses

Recognition rewards

Holiday leave

Parental leave

Employee Assistance Programme

Travel opportunities

Travel upgrades for company events

Formación

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

Responsabilidades

• Build strategic relationships and enable Dell teams on the partnership.
• Conduct customer workshops and attend sales events.

Conocimientos

Sales Management

Relationship Building

Linux Knowledge

Cloud Technologies

Communication Skills

Presentation Skills

Salesforce.com

Google Suite

Herramientas

Salesforce.com

Google Suite

Descripción del empleo

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. The company is a pioneer of global distributed collaboration, with over 1100 colleagues in more than 75 countries, and few office-based roles. Teams meet periodically 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. Key partners include large OEMs and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions aligned with open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are essential for these partners to achieve their goals. Canonical offers a robust 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 across geographies to enable Dell teams, generate opportunities, and promote the Canonical agenda within Dell. Responsibilities include building trusted relationships, increasing Canonical’s market share and attach rate, evangelizing the partnership, and engaging with stakeholders from engineers to CxO level. The role involves conducting customer workshops, attending sales events, delivering public presentations, and participating in executive engagements as coordinated by the Senior Director.

Location: This role is remote, based 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. Increasing Dell’s awareness of open source capabilities on Canonical Ubuntu.
4. Demonstrating a deep understanding of the Linux and cloud software ecosystem.
5. Achieving targets and objectives, and representing the voice of the partner.
6. Traveling regularly, sometimes internationally, to foster partnerships in person.
7. Supporting internal canonical field teams to identify, support, grow, and transact opportunities.
8. Expanding existing footprints with Dell customers, aiming for upselling opportunities.
9. Contributing to broader strategies, initiatives, and campaigns as directed 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, and results-oriented approach.
3. Ability to capture customer requirements, evaluate gaps, and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfortable working in fast-paced, high-pressure environments with measurable goals.
6. Knowledge of Linux, virtualization, containers, and cloud technologies.
7. Excellent communication and presentation skills.
8. Team-oriented with strong 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 four times per year for internal events.
12. Experience with Salesforce.com and Google Suite is a plus.

What we offer colleagues:

1. A distributed work environment with twice-yearly in-person team sprints.
2. Personal learning and development budget of USD 2,000 annually.
3. Annual compensation review and performance-based bonuses or commissions.
4. Additional benefits reflecting our values, including recognition rewards, holiday leave, parental leave, Employee Assistance Programme, travel opportunities, and travel upgrades for company events.

About Canonical: Canonical is a pioneering tech firm leading the global shift to open source. As the publisher of Ubuntu, a key open source platform for AI, IoT, and cloud, we are transforming software. We recruit globally and maintain high standards for new hires. Working here means thinking differently, working smarter, and continuously learning. Most colleagues work remotely, embracing the future of work.

Canonical is an equal opportunity employer. We value diversity and are committed to creating an inclusive workplace free from discrimination. We consider all applications fairly regardless of background or identity.