Strategic Partner Sales Manager

1 week ago

London, Greater London, United Kingdom Canonical Full time

At Canonical, we are seeking a highly skilled and experienced Partner Sales Manager to join our growing Dell alliances organization. This role will be a key contributing team member, working closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results.

The ideal candidate will have a proven track record in alliance or indirect sales management roles, with a strong understanding of the Linux and cloud software ecosystem. They will be able to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from across persona - from engineer to CxO.

The role entails building strategic relationships and enabling Dell teams on the partnership, building pipeline and transacting opportunities through Dell, growing Dell's awareness of open source capabilities on Canonical Ubuntu, and demonstrating a deep understanding of the Linux and cloud software ecosystem.

The successful candidate will be a team player with superior accountability and customer support skills, comfortable in fast-paced and high-pressure environments with measurable goals. They will have experience managing cross-functional teams and a track record of operational excellence.

We offer a distributed work environment with twice-yearly team sprints in person, a personal learning and development budget of USD 2,000 per year, annual compensation review, recognition rewards, annual holiday leave, maternity and paternity leave, Employee Assistance Programme, and opportunity to travel to new locations to meet colleagues.

Key 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, 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 broader portfolio
  • Support and contribute to broader strategy, initiatives, and key campaigns as defined by the Senior Director

Requirements:

  • Experience in alliance or indirect sales management roles
  • Autonomous, disciplined, hands-on, get-it-done 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 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 track record of operational excellence
  • Willingness to travel up to 4 times a year for internal events
  • Hands-on experience with Google Suite a plus

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