Partner Sales Manager - Dell

Canonical; Atlanta (GA); Remote; USD 80,000 - 120,000; Full time

Job summary

An innovative tech company is seeking a Partner Sales Manager to drive strategic partnerships with major brands like Dell. This role involves building relationships, generating opportunities, and promoting open-source solutions within the Dell ecosystem. As part of a dynamic team, you will engage with various stakeholders, conduct workshops, and represent the company at sales events. With a focus on collaboration and results, this position offers a chance to work in a fast-paced environment while contributing to the growth of open-source technology. Join a forward-thinking organization that values innovation and flexibility.

Benefits

Annual Learning Budget of USD 2,000

Comprehensive Benefits

Performance Bonuses

Holiday Leave

Parental Leave

Employee Assistance Program

Opportunities for Travel

Qualifications

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

Responsibilities

• Build strategic relationships and enable Dell teams on the partnership.
• Create pipeline and transact opportunities through Dell.
• Conduct customer workshops and attend sales events.

Skills

Sales Management

Linux Knowledge

Cloud Technologies

Communication Skills

Presentation Skills

Customer Support Skills

Proactive Approach

Education

Bachelor's Degree

Experience in Sales

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 leading 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 in person 2-4 times a year in various international locations 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 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, is central to these partners' offerings, making Canonical a vital 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 across regions to enable Dell teams, generate opportunities, promote Canonical within Dell, and achieve targeted results. Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxOs. The role involves conducting customer workshops, attending sales events, delivering presentations, and participating in executive engagements.

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

Key Responsibilities:

• Build strategic relationships and enable Dell teams on the partnership
• Create pipeline and transact opportunities through Dell
• Increase awareness of Ubuntu's open source capabilities within Dell
• Deepen understanding of Linux and cloud software ecosystems
• Meet targets and objectives, representing the partner’s voice
• Travel regularly, sometimes internationally, for in-person partnership activities
• Support internal Canonical teams to identify, support, grow, and transact opportunities
• Expand existing customer footprint with Dell, aiming for upselling opportunities
• Contribute to broader strategies, initiatives, and campaigns as directed by the Senior Director

Candidate Profile:

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, proactive, results-oriented
• Ability to identify customer needs and create opportunities
• Passionate about Ubuntu and open source
• Comfortable in fast-paced, goal-driven environments
• Knowledge of Linux, virtualization, containers, and cloud technologies
• Strong communication and presentation skills
• Team player with accountability and customer support skills
• Credibility and working knowledge of Dell’s products and go-to-market strategies
• Experience managing cross-functional teams and operational excellence
• Willing to travel up to 4 times per year
• Experience with Salesforce.com and Google Suite is a plus

What We Offer:

• Distributed work environment with semi-annual 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, holiday leave, parental leave, Employee Assistance Program
• Opportunities for travel and international collaboration

About Canonical:

Canonical is a pioneering open source tech company, publisher of Ubuntu, and leader in AI, IoT, and cloud platforms. We hire globally, set high standards, and promote excellence. Most colleagues work remotely, fostering a flexible, innovative work environment.

Canonical is an equal opportunity employer, committed to diversity and inclusion, and welcomes applications from all backgrounds.

Additional Details:

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industry: Software Development