Partner Sales Manager - Dell

Canonical

Remote

Full Time

Posted January 20, 2026

Not Specified

Remote

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Job Description

The Partner Sales Manager will develop and manage strategic partnerships with OEM and hardware vendors like Dell, driving sales, increasing market share, and promoting Canonical's open source solutions, particularly Ubuntu, through relationship building, opportunity generation, and customer engagement.

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
Deliver on targets and objectives related to the partnership
Align and support internal Canonical field teams to identify, support, grow, and transact
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 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
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 SalesForce.com and Google Suite (preferred but not mandatory)