Canonical, the pioneering tech firm behind Ubuntu, seeks a Partner Sales Manager - Dell to be a key contributor within our growing Dell alliances organization. You will be responsible for building trusted relationships, increasing Canonical's market share, and driving our agenda.

What You'll Do

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're 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.

Nice to Have

Hands on experience with SalesForce.com and Google Suite a plus.

Technical Stack

Linux, virtualization, containers, cloud technologies.

Team & Environment

Reporting to the Senior Director of Global Alliances - Dell.

Benefits & Compensation

Distributed work environment with twice-yearly team sprints in person.
Personal learning and development budget of USD 2,000 per year.
Annual compensation review.
Recognition rewards.
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.

Work Mode

This is a global, home-based position open to candidates in the Americas, ideally Baltimore.

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.