Partner Sales Manager - Dell

Canonical; Sacramento (CA); Remote; USD 80,000 - 140,000; Full time

Job summary

An established industry player is seeking a Partner Sales Manager to join their dynamic team. This role focuses on building strategic alliances with major partners like Dell, enhancing market presence, and promoting innovative open source solutions. The ideal candidate will thrive in a fast-paced environment, leveraging their expertise in Linux and cloud technologies to drive sales and foster collaboration. With a remote-first culture and opportunities for personal growth, this position offers a unique chance to make a significant impact in the tech landscape while working with a diverse global team.

Benefits

Annual learning and development budget

Performance bonuses

Comprehensive benefits

Recognition rewards

Parental leave

Employee Assistance Program

Opportunities to travel

Qualifications

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

Responsibilities

• Build strategic relationships and enable Dell teams on the partnership.
• Develop pipeline and transact opportunities through Dell.

Skills

Sales Management

Linux Expertise

Cloud Technologies

Communication Skills

Customer Relationship Management

Team Collaboration

Problem Solving

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 top public cloud and silicon providers, along with industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times yearly in various global locations for strategy and alignment.

The company is founder-led, profitable, and growing.

We are hiring a Partner Sales Manager to join the expanding Dell alliances team. Major partners like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu build solutions aligned with open source mandates. Canonical’s flagship product, Ubuntu, and our open source portfolio are key to these partners realizing 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 collaborate with Dell and Canonical teams across regions to enable Dell, generate opportunities, and promote Canonical’s agenda within Dell. Responsibilities include building trusted relationships, increasing Canonical’s market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO executives. The role involves customer workshops, sales events, public presentations, and executive engagements as coordinated by the Senior Director.

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. Develop pipeline and transact opportunities through Dell.
3. Increase awareness of Canonical’s open source capabilities within Dell.
4. Demonstrate expertise in Linux and cloud ecosystems.
5. Achieve targets and objectives, representing the voice of the partner.
6. Travel regularly, including international trips, to foster partnerships.
7. Support internal Canonical teams to identify, support, and grow opportunities.
8. Expand existing customer footprint with Dell, focusing on upselling.
9. Contribute to broader strategies and campaigns as directed by the Senior Director.

Ideal Candidate Profile:

1. Experience in alliance or indirect sales management roles.
2. Self-motivated, disciplined, and proactive.
3. Ability to understand customer needs, identify gaps, and create opportunities.
4. Passion for Ubuntu and open source.
5. Comfortable in fast-paced, goal-oriented environments.
6. Knowledge of Linux, virtualization, containers, and cloud tech.
7. Excellent communication and presentation skills.
8. Team-oriented with strong 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.

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 bonuses.
• Comprehensive benefits reflecting our values.
• Recognition rewards, holiday leave, parental leave, Employee Assistance Program.
• Opportunities to travel and meet colleagues in new locations.

About Canonical:

Canonical leads in open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, set high standards, and foster 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. We consider all applications fairly and foster a discrimination-free workplace.

Additional Details:

• Seniority Level: Mid-Senior level
• Employment Type: Full-time
• Job Function: Sales and Business Development
• Industry: Software Development