Partner Sales Manager

Overview 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. Canonical operates with global distributed collaboration (1200+ colleagues in 75+ countries) and few office-based roles; teams meet two to four times yearly in person in various locations to align on strategy and execution. We are founder led, profitable and growing. Role We are hiring a Partner Sales Manager to be a key contributor within the growing Dell alliances organization. Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and other major partners build software-defined solutions to capitalize on global open source mandates and macro trends. Canonical\'s Ubuntu platform and broader open source portfolio are key for these partners to realize their ambitions. The Partner Sales Manager reports to the Senior Director of Global Alliances - Dell, and will work 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. They will build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from engineer to CxO. They will often run customer workshops, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director. Responsibilities Build 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 and objectives; provide a voice of the partner Travel regularly 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 broader portfolio Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director What we are looking for Experience in alliance or indirect sales management roles Autonomous, disciplined, hands-on, results-oriented mentality Ability to capture customer requirements, evaluate gaps, identify 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 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 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 offer Distributed 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 Travel upgrades for long-haul company events About Canonical Canonical 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. Most colleagues have worked from home since our inception in 2004. 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-18808-Ljbffr