About this role.
Canonical is seeking a Partner Sales Manager to drive the strategic alliance with Dell, focusing on building trusted relationships, enabling Dell teams, and generating pipeline and revenue for Ubuntu and Canonical's open source portfolio. The role involves working closely with Dell and Canonical teams across geographies, running customer workshops, attending sales events, and delivering measurable results. This is a highly autonomous, hands-on position requiring deep knowledge of Linux, cloud technologies, and Dell's go-to-market motion. The ideal candidate is passionate about open source, thrives in fast-paced environments, and excels in cross-functional collaboration. Travel up to four times a year is required.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Cover letter sample
Dear Hiring Team,
I am excited to apply for the Partner Sales Manager position at Canonical, focusing on the Dell alliance. With my background in alliance management and channel sales within the technology sector, I have a proven track record of building strategic partnerships, driving pipeline, and increasing market share. I am passionate about open source software and understand how Ubuntu and Canonical's portfolio can empower partners like Dell to deliver innovative solutions.
In my previous roles, I have successfully collaborated with cross-functional teams, enabled partner sales forces, and transacted opportunities that exceeded targets. My experience with Linux, cloud technologies, and managing executive relationships positions me to drive the Dell partnership forward and contribute to Canonical's mission. I am eager to bring my autonomous, hands-on approach and communication skills to this global role.
Thank you for your consideration. I look forward to the possibility of discussing how I can contribute to Canonical's success.
Sample interview questions
I successfully managed an alliance with a major server vendor by establishing a joint business plan, aligning on target accounts, and enabling both sales teams. Key success factors included executive sponsorship, clear metrics, regular communication, and co-selling activities that led to a 30% increase in attached revenue.
I would start by understanding Dell's go-to-market motion and identify where Ubuntu adds value. Then I would create tailored enablement sessions, provide solution briefs and competitive differentiators, and work with Dell's sales leadership to integrate Canonical into their sales plays. Regular office hours and co-selling engagements would reinforce the messaging.
My approach is to work closely with Dell's field sellers to identify opportunities where Ubuntu's open source stack provides advantages, then co-create proposals and ensure the deal is registered. I would also build relationships with Dell's channel and distribution teams to expand reach and monitor pipeline health in Salesforce.
I prioritize based on revenue potential and strategic value, using a tiered account strategy. I align with Dell's key regional leaders to focus on high-win opportunities, and maintain a clear cadence of virtual and in-person engagements. I use CRM dashboards to track progress and adjust quickly when priorities shift.
Externally, I would participate in joint events, webinars, and customer briefings showcasing success stories. Internally, I would create a quarterly business review for both companies, share wins via email newsletters, and recognize top performers. I would also collaborate with marketing to develop joint thought leadership content.
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 1200+ 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.
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
- 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
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 recognize 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
- Team Member Assistance Program & Wellness Platform
- Opportunity to travel to new locations to meet colleagues
- Priority Pass and travel upgrades for long-haul company events
About Canonical
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
#LI-remote
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
