Partner Sales Manager - Dell

Canonical Group - Fresno, CA

Full-time - Mid Level

Remote - Fresno, CA

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The Partner Sales Manager at Canonical will play a crucial role in the Dell alliances organization, focusing on building strategic relationships and driving business interactions between Canonical and Dell. This position involves enabling Dell teams, generating opportunities, and increasing Canonical's market share through effective collaboration and evangelism of the partnership. The role requires a deep understanding of the Linux and cloud software ecosystem, as well as the ability to engage with various stakeholders from engineers to CxOs.

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
• 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

Requirements

• 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

Nice-to-haves

• Hands on experience with SalesForce.com and Google Suite

Benefits

• Performance-driven annual bonus or commission
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events