Strategic Partner Sales Executive

2 months ago

San Bernardino, California, United States Canonical - Jobs Full time
Job Overview

Canonical is a prominent provider of open-source software and operating systems tailored for the global enterprise and technology sectors. Our flagship platform, Ubuntu, is extensively utilized in transformative enterprise projects, including public cloud, data science, artificial intelligence, engineering advancements, and the Internet of Things. Our clientele encompasses leading public cloud and silicon providers, along with industry frontrunners across various sectors. The company champions global distributed collaboration, boasting over 1100 employees across more than 75 countries, with minimal office-based roles. Teams convene biannually in diverse global locations to synchronize on strategy and execution.

As a founder-led, profitable, and expanding organization, we are seeking a Partner Sales Manager to play a pivotal role within our expanding Dell alliances division. Major Original Equipment Manufacturer (OEM) or Independent Hardware Vendor (IHV) brands, such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, are significant partners for Canonical. These entities develop software-defined solutions to leverage global open-source mandates and related macro trends. Canonical's flagship product, Ubuntu, along with its extensive open-source offerings, serves as essential components for these partners to achieve their goals. Canonical represents the premier platform for swift open-source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will collaborate closely with both Dell and Canonical teams across various regions to empower Dell teams, generate and transact opportunities, promote a Canonical agenda within Dell, and achieve specified results. Responsibilities include cultivating trusted relationships with Dell, enhancing Canonical's market presence and attach rate, advocating for the partnership, and facilitating business interactions across various personas—from engineers to C-level executives. The role involves conducting customer workshops centered on specific initiatives, participating in sales events, delivering public presentations, and engaging in executive interactions as coordinated by the Senior Director.

Location: This position is remote, available in the Americas or APAC regions.

Key Responsibilities
  • Establish strategic relationships and enable Dell teams regarding the partnership.
  • Develop a pipeline and transact opportunities through Dell.
  • Enhance Dell's understanding of Canonical Ubuntu's open-source capabilities.
  • Exhibit a comprehensive understanding of the Linux and cloud software ecosystem.
  • Meet targets and objectives while providing a voice for the partner.
  • Travel regularly, including international trips, to foster partnerships in person.
  • Align with and support internal Canonical field teams—identify, assist, grow, and transact.
  • Expand existing relationships with Dell customers with the aim of upselling to a broader portfolio.
  • Contribute to overarching strategy, initiatives, and key campaigns as defined by the Senior Director.
Candidate Profile
  • Proven experience in alliance or indirect sales management roles.
  • Self-motivated, disciplined, hands-on, and results-oriented.
  • Ability to capture customer requirements, assess gaps, and identify opportunities.
  • Passionate about Ubuntu products and the mission of open-source software.
  • Comfortable in dynamic, high-pressure environments with measurable objectives.
  • Experience with Linux, virtualization, containers, and cloud technologies.
  • Exceptional communication and presentation skills.
  • Collaborative team player with strong accountability and customer support skills.
  • Credibility and knowledge of Dell's products, go-to-market strategies, and field operations.
  • Experience managing cross-functional teams with a track record of operational excellence.
  • Willingness to travel up to four times a year for internal events.
  • Hands-on experience with Google Suite is a plus.
What We Offer

We take into account geographical location, experience, and performance when determining compensation globally. We conduct annual reviews of compensation (more frequently for graduates and associates) to ensure recognition of outstanding performance. In addition to base salary, we provide a performance-driven annual bonus or commission. All team members receive additional benefits that reflect our values and principles, ensuring a balance that meets local needs while maintaining fairness globally.

  • Distributed work environment with biannual team sprints in person.
  • Personal learning and development budget of USD 2,000 per year.
  • Annual compensation review.
  • Recognition rewards.
  • Annual leave.
  • Maternity and paternity leave.
  • Employee Assistance Programme.
  • Opportunities to travel to new locations to meet colleagues.
  • Priority Pass and travel upgrades for long-haul company events.
About Canonical

Canonical is a trailblazing technology firm at the forefront of the global shift towards open-source solutions. As the publisher of Ubuntu, one of the most significant open-source projects and a platform for AI, IoT, and cloud computing, we are transforming the software landscape. We recruit globally and maintain high standards for those joining our company. We expect excellence; to succeed, we must be the best at what we do. Most Canonical employees have worked remotely since our inception in 2004. Working here is a step into the future, challenging you to think innovatively, work efficiently, acquire new skills, and elevate your performance.

Canonical is an equal opportunity employer. We are committed to fostering a workplace free from discrimination. A diverse range of experiences, perspectives, and backgrounds contributes to a better work environment and superior products. Regardless of your identity, we will give your application fair consideration.

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