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Partner Sales Manager

1 month ago

London, Greater London, United Kingdom Canonical Full time

At Canonical, we are seeking a highly skilled Partner Sales Manager to join our growing Dell alliances organization. This role will be a key contributor to our team, 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 experience in alliance or indirect sales management roles, with a proven track record of building strategic relationships and driving business growth. They will be passionate about Ubuntu products and mission, with a deep understanding of the Linux and cloud software ecosystem.

Responsibilities will include 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 also be comfortable in fast-paced and high-pressure environments with measurable goals, and have excellent communication and presentation skills.

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, and annual compensation review. We also provide recognition rewards, annual holiday leave, maternity and paternity leave, and an Employee Assistance Programme.

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

What We Are Looking For:

  • 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