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, and industry leaders across sectors. The company is founder-led, profitable, and growing.
about the role
we are hiring a partner sales manager to join the growing dell alliances organization. Major partners include oem or independent hardware vendors like dell, hpe, ibm, lenovo, ericsson, cisco, and fujitsu. These companies develop software-defined solutions leveraging open source mandates and trends. Canonical's flagship product, ubuntu, and our broader open source portfolio are key to these partners' success.
reporting to the senior director of global alliances - dell, the partner sales manager will collaborate with dell and canonical teams worldwide. Responsibilities include enabling dell teams, generating opportunities, driving canonical's agenda within dell, and achieving targeted results. The role involves building trusted relationships, increasing canonical's market share, evangelizing the partnership, and engaging with various personas from engineers to cxos. Activities include customer workshops, sales events, public presentations, and 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. create pipeline and transact opportunities through dell.
3. increase dell's awareness of canonical's open source capabilities, especially ubuntu.
4. deepen understanding of linux and cloud software ecosystems.
5. meet targets and objectives, representing the voice of the partner.
6. travel regularly, sometimes internationally, to foster partnerships.
7. support internal canonical teams—identify, support, grow, transact.
8. expand existing customer footprint with dell, aiming for upselling opportunities.
9. contribute to broader strategies, initiatives, and campaigns as directed by the senior director.
candidate profile
* experience in alliance or indirect sales management.
* autonomous, disciplined, hands-on, results-oriented.
* ability to understand customer requirements, identify gaps, and create 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 strong 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.
* experience with salesforce.com and google suite is a plus.
what we offer
we offer a competitive, performance-driven compensation package, including base pay, bonuses, and benefits. Our benefits reflect our values and are tailored to local needs worldwide, including:
* distributed work environment with biannual in-person team sprints.
* usd 2,000 annual learning and development budget.
* annual compensation reviews and recognition rewards.
* generous leave policies, including maternity and paternity leave.
* employee assistance programme.
* opportunities for travel and location visits.
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 development. We recruit globally, uphold high standards, and foster a diverse, inclusive workplace. Working at canonical is a forward-looking opportunity that challenges and rewards.
canonical is an equal opportunity employer. We value diversity and are committed to creating an inclusive environment for all applicants.
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