Partner Sales Manager - Dell

Canonical; Madison (WI); Remote; USD 90,000 - 150,000; Full time

Job summary

An established industry player is seeking a dynamic Partner Sales Manager to enhance alliances with Dell. This remote role focuses on building strategic relationships, increasing market share, and driving Canonical’s agenda within Dell. The ideal candidate will thrive in a fast-paced environment, demonstrating a deep understanding of Linux and cloud ecosystems while engaging with various stakeholders. Join a pioneering company that values innovation and collaboration, and contribute to the success of a leading open source platform. If you are passionate about technology and partnerships, this opportunity is perfect for you.

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 Dell’s awareness of Canonical’s open source capabilities on Ubuntu.

Skills

Sales Management

Linux Knowledge

Cloud Technologies

Communication Skills

Customer Support

Education

Bachelor's Degree

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 providers, silicon companies, and industry leaders. We are a pioneer in global distributed collaboration, with over 1100 colleagues across 75+ countries, and very 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 join the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, which build software-defined solutions aligned with open source mandates. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key to these partners' success. Canonical offers a 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 Canonical’s agenda within Dell, and achieve targets. Responsibilities include building trusted relationships with Dell, increasing Canonical’s 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, giving presentations, and participating in executive engagements.

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

Key Responsibilities:

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 Canonical’s open source capabilities on Ubuntu.
4. Demonstrate deep understanding of Linux and cloud software ecosystems.
5. Meet targets and objectives, acting as the voice of the partner.
6. Travel regularly, sometimes internationally, to foster partnerships.
7. Support internal Canonical teams—identify, support, grow, and transact opportunities.
8. Expand existing customer footprint with Dell, focusing on upselling.
9. Contribute to broader strategies, initiatives, and campaigns as directed by the Senior Director.

Candidate Requirements:

1. Experience in alliance or indirect sales management roles.
2. Autonomous, disciplined, and proactive attitude.
3. Ability to capture customer requirements, evaluate gaps, and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfortable 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 player with accountability and customer support skills.
9. Credibility and 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 4 times a year.
12. Experience with Salesforce.com and Google Suite is a plus.