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- Tasks: Build strategic relationships and drive business interactions with Dell teams.
- Company: Canonical is a leading provider of open source software, known for its Ubuntu platform.
- Benefits: Enjoy remote work, annual bonuses, personal development budgets, and travel opportunities.
- Why this job: Join a pioneer in open source innovation and collaborate globally with top tech partners.
- Qualifications: Experience in sales management, strong communication skills, and knowledge of Linux and cloud technologies.
- Other info: Work remotely with occasional international travel to exciting locations.
The predicted salary is between 36000 - 60000 £ per year.
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with + colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable and growing.
We are hiring a Partner Sales Manager to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They are responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
Location: This role will be based remotely in America or APAC regions.
The role entails:
- 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 are looking for in you:
- 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
- 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 Google Suite a plus
What we offer colleagues:
- We consider geographical location, experience, and performance in shaping compensation worldwide.
- We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance.
- In addition to base pay, we offer a performance-driven annual bonus or commission.
- We provide all team members with additional benefits, which reflect our values and ideals.
- We balance our programs to meet local needs and ensure fairness globally.
- 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
- Employee Assistance Programme
- Opportunity to travel to new locations to meet colleagues
- Priority Pass, and travel upgrades for long haul company events
Partner Sales Manager - Dell employer: Canonical
Contact Detail:
Canonical Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Partner Sales Manager - Dell
✨Tip Number 1
Familiarise yourself with Canonical's products, especially Ubuntu, and understand how they fit into the broader open source ecosystem. This knowledge will help you engage effectively with Dell teams and demonstrate your passion for the role.
✨Tip Number 2
Network with current or former employees of Canonical and Dell to gain insights into their partnership dynamics. This can provide you with valuable information that can set you apart during discussions and interviews.
✨Tip Number 3
Prepare to discuss your experience in alliance or indirect sales management, focusing on specific examples where you've successfully built relationships and driven business outcomes. Tailoring your stories to align with Canonical's goals will make a strong impression.
✨Tip Number 4
Stay updated on the latest trends in cloud technologies, Linux, and virtualization. Being knowledgeable about these areas will not only boost your confidence but also show your commitment to the role and its requirements.
We think you need these skills to ace Partner Sales Manager - Dell
Some tips for your application 🫡
Understand the Role: Before applying, make sure you fully understand the responsibilities and requirements of the Partner Sales Manager position at Canonical. Tailor your application to highlight relevant experience in alliance or indirect sales management.
Highlight Relevant Experience: In your CV and cover letter, emphasise your experience with Linux, cloud technologies, and any previous roles that involved building strategic relationships or managing cross-functional teams. Use specific examples to demonstrate your achievements.
Show Passion for Open Source: Express your enthusiasm for Ubuntu and open source software in your application. Mention any personal projects or contributions to the open source community that showcase your commitment and knowledge in this area.
Tailor Your Communication: Ensure your application reflects excellent communication skills. Write clearly and concisely, and consider how you can demonstrate your presentation abilities through your written materials. This is crucial for a role that involves public speaking and customer workshops.
How to prepare for a job interview at Canonical
✨Know Your Stuff
Make sure you have a solid understanding of Canonical's products, especially Ubuntu, and how they fit into the broader open source ecosystem. Be prepared to discuss your experience with Linux, cloud technologies, and how they relate to Dell's offerings.
✨Build Rapport
Since this role involves building strategic relationships, practice how to establish rapport quickly. Think about ways to connect with your interviewers, perhaps by referencing shared interests in technology or previous experiences in alliance sales.
✨Showcase Your Achievements
Be ready to share specific examples of how you've successfully managed partnerships or driven sales in previous roles. Highlight measurable outcomes that demonstrate your ability to meet targets and objectives.
✨Prepare for Scenario Questions
Expect scenario-based questions that assess your problem-solving skills and ability to handle high-pressure situations. Think through potential challenges you might face in this role and how you would address them, particularly in relation to working with Dell.
