Full-Time

Partner Sales Manager

Dell

Posted on 9/6/2024

Canonical

Canonical

1,001-5,000 employees

Provides enterprise support for open-source Ubuntu

Enterprise Software
Cybersecurity

Junior, Mid, Senior

Remote in USA

Role can be based remotely in America or APAC regions.

Category
Strategic Account Management
Sales & Account Management
Required Skills
Salesforce
Linux/Unix
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, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help ensure that Ubuntu remains secure and efficient for users. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability and market presence. Unlike many competitors, Canonical emphasizes security, data center automation, and a positive developer experience, providing tools for package management and compliance. The company's goal is to deliver customizable infrastructure solutions that cater to a wide range of clients, from individual developers to large enterprises.

Company Stage

Seed

Total Funding

$9.6M

Headquarters

London, United Kingdom

Founded

2004

Growth & Insights
Headcount

6 month growth

-2%

1 year growth

0%

2 year growth

-2%
Simplify Jobs

Simplify's Take

What believers are saying

  • Growing demand for edge computing boosts Canonical's partnerships, like with congatec.
  • RISC-V architecture expansion offers new opportunities for Ubuntu's market reach.
  • Hardware acceleration in web browsers enhances user experience with Canonical's Chromium snap.

What critics are saying

  • Competition from other Linux distributions like Red Hat and SUSE is increasing.
  • Potential security vulnerabilities in new Ubuntu releases could affect user trust.
  • Rapid AI evolution may require Canonical to invest significantly to stay competitive.

What makes Canonical unique

  • Canonical is a leader in the enterprise open-source market with Ubuntu.
  • The company offers extended security maintenance and enterprise support for Ubuntu.
  • Canonical partners with hardware vendors to certify Ubuntu's compatibility and performance.

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Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

INACTIVE