Partner Sales Manager

OverviewCanonical 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 cloud, data science, AI, engineering, and IoT initiatives.Canonical's flagship product, Ubuntu, supports customers including leading public cloud and silicon providers.We are a globally distributed company with ****+ colleagues in 75+ countries and few office-based roles, with teams meeting in person a few times per year to align on strategy.We are hiring a Partner Sales Manager to be a key contributor within the Dell alliances organization.The role focuses on building and expanding the Dell partnership, enabling Dell teams, generating and transacting opportunities, evangelizing the partnership, and achieving targeted results.The role involves working with Dell teams across geographies, running customer workshops, attending sales events, and participating in executive engagements as coordinated by the Senior Director.ResponsibilitiesBuild strategic relationships and enable Dell teams on the partnershipBuild pipeline and transact opportunities through DellGrow Dell's awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemDeliver on targets, objectives and provide a voice of the partnerTravel regularly - sometimes internationally - to drive partnerships in personAlign and support internal Canonical field teams - identify, support, grow, transactExpand existing footprint with Dell customers with an aim to upsell to broader portfolioSupport and contribute to broader strategy, initiatives and key campaigns as defined by the Senior DirectorWhat we are looking forExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsTeam player with superior accountability and customer support skillsCredibility and working knowledge of Dell - its products, go-to-market motion, and fieldExperience managing cross-functional teams and track record of operational excellenceWillingness to travel up to 4 times a year for internal eventsHands on experience with SalesForce.Com and Google Suite a plusWhat we offerDistributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical is a pioneering tech firm at the forefront of the global move to open source.As the publisher of Ubuntu, we support AI, IoT, and cloud initiatives and recruit on a global basis with high standards for joining the company.We have largely operated as a remote-first company since ****.We expect excellence and challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employer.We foster a workplace free from discrimination, and we will give every application fair consideration regardless of identity.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionSales and Business DevelopmentIndustriesSoftware DevelopmentWe are committed to a diverse and inclusive workplace and encourage applications from all qualified individuals.#J-*****-Ljbffr