Partner Sales Manager - Dell

Canonical; Tucson (AZ); Remote; USD 80,000 - 120,000; Full time

Job summary

Join a forward-thinking company as a Partner Sales Manager, where you'll drive partnerships with major players like Dell. This role emphasizes building strategic relationships and increasing market share through collaboration and understanding customer needs. With a focus on open source technology, you'll navigate a fast-paced environment, leveraging your knowledge of Linux and cloud ecosystems. Enjoy a remote work culture that supports learning and development, along with regular compensation reviews and performance bonuses. If you're passionate about technology and eager to make an impact, this opportunity is perfect for you!

Benefits

Biannual team sprints

Learning and development budget

Regular compensation reviews

Comprehensive benefits

Opportunities for travel

Qualifications

• Experience in alliance or indirect sales management roles.
• Excellent communication and presentation skills.

Responsibilities

• Build strategic relationships and enable Dell teams.
• Increase awareness of Canonical’s open source capabilities within Dell.

Skills

Alliance Sales Management

Customer Needs Analysis

Linux Knowledge

Cloud Technology

Communication Skills

Salesforce Experience

Google Suite Experience

Tools

Salesforce

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 cloud, data science, AI, and IoT. Our customers include leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Partner Sales Manager to join the Dell alliances organization. Key partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, and others, building software-defined solutions aligned with open source trends. The Partner Sales Manager will work closely with Dell and Canonical teams globally to enable partnerships, generate opportunities, and drive Canonical’s agenda within Dell. Responsibilities include building relationships, increasing market share, evangelizing the partnership, and engaging with various personas from engineers to CxOs.

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

Role Responsibilities:

1. Build strategic relationships and enable Dell teams.
2. Develop pipeline and transact opportunities through Dell.
3. Increase awareness of Canonical’s open source capabilities within Dell.
4. Deep understanding of Linux and cloud software ecosystems.
5. Meet targets and objectives, representing the voice of the partner.
6. Travel regularly, including internationally, for partnership development.
7. Support internal Canonical teams and initiatives.
8. Expand existing Dell customer footprint and upsell opportunities.

Candidate Requirements:

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, and proactive.
• Ability to understand customer needs and create opportunities.
• Passion for Ubuntu and open source.
• Comfortable in fast-paced, goal-oriented environments.
• Knowledge of Linux, virtualization, containers, and cloud tech.
• Excellent communication and presentation skills.
• Team player with accountability and customer support skills.
• Credibility with Dell’s products and go-to-market strategies.
• Experience managing cross-functional teams.
• Willingness to travel up to 4 times a year.
• Experience with Salesforce and Google Suite is a plus.

What We Offer:

• Distributed work environment with biannual in-person team sprints.
• Learning and development budget of USD 2,000 annually.
• Regular compensation reviews and performance bonuses.
• Comprehensive benefits, including leave, parental leave, and support programs.
• Opportunities for travel and global collaboration.

About Canonical:

Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We prioritize excellence, diversity, and innovation, with a global, remote workforce since 2004. Join us to work smarter, learn new skills, and challenge yourself.

Canonical is an equal opportunity employer committed to diversity and inclusion.