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CanonicalPartner Sales Manager - Dell
Canonical is hiring a Partner Sales Manager for its Dell alliance. Canonical publishes Ubuntu and sells open-source software and OS platforms to large enterprises and tech…
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About This Role
Canonical is hiring a Partner Sales Manager for its Dell alliance. Canonical publishes Ubuntu and sells open-source software and OS platforms to large enterprises and tech firms. Major hardware brands, including Dell, HPE, IBM and Lenovo, are key allies because they assemble software-defined products built on Ubuntu. Canonical reports more than 1,200 staff in over 75 nations. This is a full-time role sitting under the Senior Director responsible for the…
Job Description
Canonical is hiring a Partner Sales Manager for its Dell alliance. Canonical publishes Ubuntu and sells open-source software and OS platforms to large enterprises and tech firms. Major hardware brands, including Dell, HPE, IBM and Lenovo, are key allies because they assemble software-defined products built on Ubuntu. Canonical reports more than 1,200 staff in over 75 nations.
This is a full-time role sitting under the Senior Director responsible for the Dell alliance. The manager would collaborate with Dell and Canonical staff across regions to equip Dell teams, create and close deals, and push Canonical's agenda within Dell. Work covers raising Dell's understanding of open source capability on Ubuntu, growing Canonical's presence in Dell's customer base, supporting Canonical's field teams, and contributing to initiatives set by the Senior Director. Duties include customer workshops, sales events, public talks and senior-level engagements, along with frequent travel, sometimes abroad. The posting does not name a work location.
Candidates should have managed alliance or indirect sales and be able to pinpoint customer requirements, identify shortfalls and convert them into chances. A disciplined, practical approach and comfort with fast-moving goals matter. Familiarity with Linux, virtualization, containers and cloud is expected, along with working knowledge of Dell's product range, sales motion and field structure. Managing cross-functional teams is required, and up to four trips a year for internal events are part of the role.
Responsibilities
- Forge strategic relationships with Dell and help Dell teams get up to speed on the partnership
- Create pipeline and close deals that run through Dell
- Raise Dell's understanding of what Ubuntu offers in open source
- Deliver against targets and provide a clear voice for the partner
- Coordinate with Canonical's field staff to spot, develop and close opportunities
- Expand Canonical's footprint with Dell customers and support upsell into the broader portfolio
Requirements
- Background leading alliance or indirect sales efforts
- Self-driven, methodical and hands-on in execution
- Skill at capturing what a customer needs, spotting where it falls short, and turning that into opportunities
- Solid familiarity with Dell's offerings, sales approach and field teams
- Track record of leading cross-functional groups to measurable outcomes
- Ready to travel up to four times a year for internal meetings
Qualifications
- Hands-on knowledge of Linux, virtualization, containers and cloud
- Strong speaking and presentation abilities
- Salesforce.com and Google Workspace know-how would be useful
Core Skills
Benefits
- USD 2,000 per year personal learning and development budget
- Bonus or commission linked to results each year
- Annual compensation review and recognition rewards
- Twice-yearly team sprints held in person
- Holiday leave and parental leave for every parent
- Team Member Assistance Program and wellness platform
- Lounge access and travel upgrades on long-haul company trips
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the employment type?
The role is full-time and sits under the Senior Director responsible for Dell alliances.
Where is the role based?
The posting does not specify a work location. It describes collaboration with Dell and Canonical colleagues across regions.
How much travel is involved?
Regular travel, sometimes international, plus up to four trips a year for internal events.
Is a salary stated?
No figure is given. Compensation includes a performance-driven bonus or commission and is reviewed annually.
Sample Interview Questions
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