Partner Sales Manager - Dell

Canonical; Las Vegas (NV); Remote; USD 80,000 - 120,000; Full time

Job summary

An innovative tech firm is seeking a Partner Sales Manager to lead partnerships with major players like Dell. This role involves building strategic relationships, driving sales initiatives, and increasing market share for open-source solutions. The ideal candidate will be passionate about technology, possess strong communication skills, and thrive in a fast-paced environment. With a focus on collaboration and results, this position offers opportunities for travel and professional development, making it perfect for those looking to make a significant impact in the tech industry.

Benefits

Annual learning and development budget

Biannual in-person team sprints

Recognition rewards

Maternity/paternity leave

Employee Assistance Programme

Travel upgrades for company events

Qualifications

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.

Responsibilities

• Building strategic relationships and enabling Dell teams on the partnership.
• Demonstrating a deep understanding of the Linux and cloud software ecosystem.

Skills

Sales Management

Linux

Cloud Technologies

Virtualization

Presentation Skills

Communication Skills

Customer Support Skills

Cross-functional Team Management

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 top public cloud and silicon providers, as well as 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 be a key member within the growing Dell alliances organization. Major partners include Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others, building software-defined solutions aligned with open source trends. Canonical's flagship product, Ubuntu, and its broader portfolio are key 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 geographies to enable Dell teams, generate opportunities, drive a Canonical agenda within Dell, and achieve targets. Responsibilities include building trusted relationships with Dell, increasing Canonical market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO. The role often involves customer workshops, attending sales events, giving presentations, and participating in executive engagements.

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

The role entails:

1. Building strategic relationships and enabling Dell teams on the partnership.
2. Building pipeline and transacting opportunities through Dell.
3. Growing Dell's awareness of open source capabilities on Canonical Ubuntu.
4. Demonstrating a deep understanding of the Linux and cloud software ecosystem.
5. Delivering on targets and objectives, and representing the voice of the partner.
6. Traveling regularly, sometimes internationally, to drive partnerships in person.
7. Aligning and supporting internal Canonical field teams.
8. Expanding existing footprint with Dell customers, aiming to upsell.
9. Supporting broader strategy, initiatives, and campaigns as defined by the Senior Director.

What we are looking for in you:

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, hands-on, and results-oriented.
• Ability to capture customer requirements, evaluate gaps, and create opportunities.
• Passionate about Ubuntu products and mission.
• Comfortable in fast-paced, high-pressure environments with measurable goals.
• Experience with Linux, virtualization, containers, and cloud technologies.
• Excellent communication and presentation skills.
• Team player with accountability and customer support skills.
• Credibility and 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.
• Hands-on experience with SalesForce.com and Google Suite is a plus.

What we offer colleagues:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation reviews.
• Recognition rewards, holiday leave, maternity/paternity leave.
• Employee Assistance Programme.
• Opportunities to travel and meet colleagues.
• Travel upgrades for company events.

About Canonical:

Canonical is a pioneering tech firm leading the open source movement. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming software. We recruit globally and maintain high standards. Most colleagues work from home. Working here challenges you to think differently, learn new skills, and excel.

Canonical is an equal opportunity employer, fostering a workplace free from discrimination. We value diversity and inclusion in our team.

Senioritason taso

• Mid-Senior level

Työsuhteen tyyppi

• Full-time

Työtehtävät

• Myynti ja liiketoiminnan kehitys

Toimialat

• Ohjelmistokehitys