Partner Sales Manager

About CanonicalCanonical 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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT.Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors.The company has 1,200+ colleagues in 75+ countries and very few office-based roles, with teams meeting two to four times yearly in person in interesting locations around the world to align on strategy and execution.The company is founder-led, profitable and growing.Partner Sales Manager – Dell AlliancesReporting 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 and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results.Responsibilities include building trusted relationships with Dell, increasing Canonical market share and attach rate, evangelizing the partnership, and driving business interactions from engineers to CxO.The role often involves running customer workshops, attending sales events, giving public presentations, and participating in executive engagements.Key ResponsibilitiesBuild strategic relationships and enable Dell teams on the partnership.Build pipeline and transact opportunities through Dell.Grow Dell's awareness of open source capabilities on Canonical Ubuntu.Demonstrate a deep understanding of the Linux and cloud software ecosystem.Deliver on targets, objectives and provide a voice of the partner.Travel regularly – sometimes internationally – to drive partnerships in person.Align and support internal Canonical field teams – identify, support, grow, transact.Expand existing footprint with Dell customers with an aim to upsell to a broader portfolio.Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director.QualificationsExperience in alliance or indirect sales management roles.Autonomous, disciplined, hands-on mindset with a get-it-done attitude.Ability to capture customer requirements, evaluate gaps, and create opportunities.Passionate about Ubuntu products and mission.Comfortable in fast-paced and high-pressure environments with measurable goals.Experience with Linux, virtualization, containers, and other cloud technologies.Excellent communication and presentation skills.Team player with superior accountability and customer support skills.Credibility and working knowledge of Dell – its products, go-to-market motion, and field.Experience managing cross-functional teams and a track record of operational excellence.Willingness to travel up to 4 times a year for internal events.Hands-on experience with SalesForce.Com and Google Suite a plus.What We OfferDistributed work environment with twice-yearly team sprints in person.Personal learning and development budget of USD 2,000 per year.Annual compensation review.Recognition rewards.Annual holiday leave.Maternity and paternity leave.Team Member Assistance Program & Wellness Platform.Opportunity to travel to new locations to meet colleagues.Priority Pass and travel upgrades for long-haul company events.About CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source.As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software.We recruit on a global basis and set a very high standard for people joining the company.We expect excellence; in order to succeed, weneed to be the best at what we do.Most colleagues at Canonical have worked from home since our inception in ****.Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal-opportunity employer.We are proud to foster a workplace free from discrimination.Diversity of experience, perspectives, and background create a better work environment and better products.Whatever your identity, we will give your application fair consideration.#J-*****-Ljbffr