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Full-Time

Partner Sales Manager

Dell

Posted on 9/6/2024

Canonical

Canonical

1,001-5,000 employees

Provides enterprise support for Ubuntu OS

Data & Analytics
Consulting
Enterprise Software

Senior, Expert

Remote in USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Salesforce
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
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

Canonical publishes Ubuntu, a popular open-source operating system, and offers various commercial services related to it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates effectively on different devices, enhancing its reliability and market presence. Unlike many competitors, Canonical emphasizes security, data center automation, and developer experience, providing tools for package management and compliance. Their goal is to deliver customizable and secure open-source solutions to a diverse clientele, from individual developers to large enterprises.

Company Stage

N/A

Total Funding

$12.8M

Headquarters

London, United Kingdom

Founded

2004

Growth & Insights
Headcount

6 month growth

9%

1 year growth

21%

2 year growth

41%
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Simplify's Take

What believers are saying

  • Canonical's introduction of MicroCloud demonstrates its commitment to innovation in scalable clusters and edge deployments, targeting IoT computing.
  • The company's partnerships, such as with DeepComputing and InoNet, highlight its influence and capability in diverse technological areas like RISC-V laptops and Edge AI deployment.
  • Canonical's continuous development and support for Ubuntu, including upcoming releases like Ubuntu 24.04 LTS, ensure a reliable and up-to-date platform for users.

What critics are saying

  • The competitive landscape of enterprise open-source solutions requires Canonical to continuously innovate to maintain its market position.
  • Reliance on subscription-based services and enterprise support contracts may limit revenue diversification.

What makes Canonical unique

  • Canonical's strong focus on open-source principles and its leadership in the Linux ecosystem set it apart from competitors in the enterprise software market.
  • Their comprehensive suite of services, including extended security maintenance, kernel livepatch services, and enterprise support, provides a robust and secure infrastructure solution for enterprises.
  • Partnerships with hardware and software vendors for certification ensure that Ubuntu runs smoothly on various devices and platforms, enhancing its market reach and reliability.