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Job Description
A Partner Sales Manager at Canonical is responsible for building and managing strategic relationships with key OEM partners like Dell, driving open source solutions, generating opportunities, and expanding market share for Ubuntu and Canonical's portfolio through collaboration, sales, and technical engagement.
Key Responsibilities
- Build strategic relationships and enable Dell teams on the partnership
- Build pipeline and transact opportunities through Dell
- Increase Canonical market share and attach rate within Dell
- Demonstrate deep understanding of Linux and cloud software ecosystem
- Deliver on sales targets and objectives
- Align and support internal Canonical field teams to identify, support, grow, and transact opportunities
- Expand existing footprint with Dell customers and upsell broader portfolio
- Support and contribute to broader strategy, initiatives, and key campaigns
Requirements
- Experience in alliance or indirect sales management roles
- Ability to work autonomously, disciplined, hands-on, and with a get-it-done mentality
- Ability to capture customer requirements, evaluate gaps, and identify and create opportunities
- Passion for Ubuntu products and mission
- Comfortable working 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 operations
- Experience managing cross-functional teams and a track record of operational excellence
- Willingness to travel up to 4 times a year for internal events
Benefits & Perks
Competitive compensation with annual review and performance-driven bonus or commission
Distributed work environment with remote work options
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Maternity and paternity leave
Recognition rewards
Opportunity to travel to new locations to meet colleagues
Travel upgrades and Priority Pass for long-haul company events
Team Member Assistance Program
Wellness Platform
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