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Job Description
The Partner Sales Manager will develop and manage strategic partnerships with OEM and hardware vendors like Dell, driving open source solutions, increasing market share, and supporting sales initiatives within a fast-paced, global environment focused on Ubuntu and cloud technologies.
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
- Deliver presentations, run customer workshops, and participate in executive engagements
- 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, including 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
- Hands-on experience with SalesForce.com and Google Suite (preferred but not mandatory)
Benefits & Perks
Compensation is based on geographical location, experience, and performance, with annual reviews and recognition rewards
Performance-driven annual bonus or commission
Distributed work environment with the possibility of remote work
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Maternity and paternity leave
Team Member Assistance Program
Wellness Platform
Opportunity to travel to new locations to meet colleagues
Priority Pass and travel upgrades for long-haul company events
Ready to Apply?
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