Partner Sales Manager - Dell at Canonical

Americas

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Open Source Software, EnterpriseIndustries

Requirements

Experience in alliance or indirect sales management roles
Autonomous and disciplined

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

Skills

Key technologies and capabilities for this role

Partner SalesAlliances ManagementRelationship BuildingOpportunity GenerationSales EnablementUbuntuOpen SourcePublic CloudAIIoT

Questions & Answers

Common questions about this position

Is this position remote?

Yes, the position is remote in the America or APAC regions.

What is the salary for this role?

This information is not specified in the job description.

What experience is required for this Partner Sales Manager role?

Experience in alliance or indirect sales management roles is required, along with being autonomous and disciplined.

What is the company culture like at Canonical?

Canonical pioneers global distributed collaboration with 1100+ colleagues in 75+ countries and very few office-based roles, with teams meeting two to four times yearly in person in interesting locations worldwide.

What makes a strong candidate for this position?

Candidates with experience in alliance or indirect sales management who are autonomous, disciplined, and can demonstrate a deep understanding of the Linux and cloud software ecosystem will stand out.

Canonical

Provides enterprise support for Ubuntu OS

About Canonical

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 businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability. The company generates revenue through subscription services, support contracts, and certification fees. Canonical stands out from competitors with its strong emphasis on security, data center automation, and developer experience, making Ubuntu a preferred choice for enterprises. The goal of Canonical is to provide comprehensive, secure, and customizable solutions for a diverse clientele, from individual developers to large organizations.

London, United KingdomHeadquarters

2004Year Founded

$9.6MTotal Funding

EARLY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

Risks

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.

Differentiation

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.

Upsides

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.

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