Job Title: Partner Sales Manager
Job Description:
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. We have customers across various sectors including public cloud providers and silicon companies.
The company is founder led, profitable, and growing. We are looking for a Partner Sales Manager to join our team and contribute to the growth of our Dell alliances organization. As a key member of this team, you will work closely with Dell and Canonical teams to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results.
This role entails building strategic relationships and enabling Dell teams on the partnership. You will also build pipeline and transact opportunities through Dell, grow Dell's awareness of open source capabilities on Canonical Ubuntu, and demonstrate a deep understanding of the Linux and cloud software ecosystem.
You will be responsible for delivering on targets, objectives, and providing a voice of the partner. Traveling regularly, sometimes internationally, will be required to drive partnerships in person. Additionally, you will align and support internal Canonical field teams, identify, support, grow, transact, expand existing footprint with Dell customers, and aim to upsell to a broader portfolio.
Required Skills and Qualifications:
* 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 Salesforce.com and Google Suite a plus
Benefits:
* Distributed work environment with twice-yearly team sprints in person
* Personal learning and development budget of USD 2000 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
About Us:
We are a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
We are an equal opportunity employer. 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.