Partner Sales Manager - Dell

Canonical; Boise (ID); Remote; USD 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Partner Sales Manager to drive partnerships with Dell. This role involves building strategic relationships, increasing market share, and promoting open source innovation through Ubuntu. You will engage with various stakeholders, run customer workshops, and represent the partner's voice. The position offers a remote-first culture, biannual team sprints, and a commitment to professional growth with a generous learning budget. If you're passionate about open source and thrive in a fast-paced environment, this opportunity is perfect for you.

Benefits

Annual Learning Budget

Performance-Based Bonuses

Comprehensive Benefits

Recognition Rewards

Maternity/Paternity Leave

Employee Assistance Programme

Global Travel Opportunities

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.
• Increase awareness of Canonical's open source capabilities on Ubuntu.

Skills

Alliances Management

Sales Management

Linux Knowledge

Cloud Technologies

Communication Skills

Presentation Skills

Customer Support Skills

SalesForce.com

Google Suite

Education

Bachelor's Degree

Relevant Certifications

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, along with industry leaders across various sectors. The company is founder-led, profitable, and growing, with a distributed team of over 1100 colleagues across more than 75 countries.

We are hiring a Partner Sales Manager to join the growing Dell alliances organization. Key partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These partners develop software-defined solutions leveraging open source mandates and trends. Canonical's flagship product, Ubuntu, is central to these collaborations, facilitating 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 worldwide to enable Dell teams, generate opportunities, and promote Canonical's agenda within Dell. 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 running customer workshops, attending sales events, delivering public 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
• Develop pipeline and transact opportunities through Dell
• Increase awareness of Canonical's open source capabilities on Ubuntu within Dell
• Demonstrate deep understanding of Linux and cloud software ecosystems
• Achieve targets and objectives, representing the voice of the partner
• Travel regularly, sometimes internationally, to foster partnerships
• Support internal Canonical teams, identify and grow 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, and proactive with a results-oriented mindset
• Skilled in capturing customer requirements, evaluating gaps, and creating opportunities
• Passionate about Ubuntu and open source
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Knowledge of Linux, virtualization, containers, and cloud technologies
• Excellent 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
• Willingness to travel up to 4 times a year for internal events
• 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-based bonuses
• Comprehensive benefits reflecting our values and local needs
• Recognition rewards, holiday leave, maternity/paternity leave, Employee Assistance Programme
• Opportunities to travel and meet colleagues globally

About Canonical: Canonical is a pioneering tech company leading the open source movement. As the publisher of Ubuntu, we are at the forefront of AI, IoT, and cloud computing. We hire globally, uphold high standards, and promote a remote-first culture since 2004. Working here challenges you to think differently, learn continuously, and excel.

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