About Canonical

Canonical is the company behind Ubuntu, the world's leading open source operating system powering enterprise innovation in public cloud, data science, AI, engineering, and IoT. As a pioneer in global distributed collaboration, Canonical employs over 1200 colleagues across 75+ countries with minimal office-based roles. Teams align through in-person sprints two to four times yearly in exciting global locations. Founder-led and profitable, Canonical partners with top public cloud providers, silicon leaders, and industry giants to deliver breakthrough software-defined solutions.

Role Overview

The Partner Sales Manager - Dell role is pivotal in Canonical's expanding alliances organization. Reporting to the Senior Director of Global Alliances - Dell, you will foster deep partnerships with Dell, a key OEM collaborator. Canonical's Ubuntu platform is central to Dell's open source strategies amid global mandates for software-defined infrastructure. This home-based position in the Americas demands a proactive leader to enable Dell teams, generate opportunities, and achieve revenue targets while evangelizing Ubuntu across engineering to CxO levels.

Why This Role Matters

In a fast-evolving tech landscape, open source is king. You'll bridge Canonical's innovation with Dell's hardware prowess, expanding Ubuntu's footprint in cloud, edge, and AI deployments. Expect regular travel, customer workshops, sales events, and executive engagements to drive measurable growth.

Key Responsibilities

• Build and nurture strategic relationships, enabling Dell teams on the Canonical partnership.
• Generate pipeline and transact opportunities through Dell channels across geographies.
• Increase Dell's awareness and adoption of Ubuntu's open source capabilities in Linux, cloud, and beyond.
• Demonstrate expertise in Linux, virtualization, containers, and cloud ecosystems to identify gaps and opportunities.
• Deliver on sales targets, provide partner voice internally, and support field teams in opportunity growth.
• Expand Canonical's footprint with Dell customers via upselling to the full portfolio.
• Contribute to broader strategies, campaigns, and initiatives led by the Senior Director.
• Travel up to four times yearly for internal events and regularly for partnership-building.

Qualifications & Requirements

Canonical seeks autonomous, results-driven professionals passionate about Ubuntu's mission. Ideal candidates bring:

• Proven experience in alliance or indirect sales management.
• Hands-on knowledge of Dell's products, go-to-market strategies, and field operations.
• Deep understanding of Linux, virtualization, containers, and cloud technologies.
• Excellent communication, presentation, and cross-functional team leadership skills.
• Thrives in high-pressure environments with measurable goals; disciplined get-it-done mentality.
• Familiarity with Salesforce.com and Google Suite is a plus.
• Willingness to travel internationally as needed.

What Sets You Apart

Credibility with Dell, a track record of operational excellence, and genuine enthusiasm for open source will position you for success in this dynamic role.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses/commissions. Global benefits include:

• Fully distributed work with biannual in-person team sprints in inspiring locations.
• USD 2,000 personal learning and development budget annually.
• Recognition rewards and annual holiday leave.
• Maternity, paternity, and family leave policies.
• Team Member Assistance Program and wellness platform.
• Priority Pass and travel upgrades for company events.

These perks reflect Canonical's commitment to fairness, work-life balance, and employee growth in a remote-first culture.

Career Growth

At Canonical, career progression is merit-based in a flat, collaborative structure. Excel in this role to advance into senior alliances leadership, global strategy, or broader sales operations. With Ubuntu's dominance in open source, you'll gain exposure to Fortune 500 partners, cutting-edge tech, and worldwide impact. Annual learning budgets and mentorship fuel continuous development.

Remote-First Culture

Embrace flexibility with home-based work across Americas, supported by tools for seamless global collaboration. Join a diverse team united by Ubuntu's open source ethos.

Why Join Canonical

Be part of the open source revolution shaping enterprise tech. Canonical's profitability, growth, and partnerships with Dell, HPE, IBM, and more offer unparalleled stability and opportunity. Work on Ubuntu, the platform behind public clouds, AI innovations, and IoT breakthroughs. In a remote-first environment, enjoy autonomy, global travel perks, and a mission-driven culture where your contributions drive real-world change.

Role FAQs

Is this role fully remote?

Yes, home-based in the Americas with occasional travel for events and partnerships.

What is the reporting structure?

Reports directly to the Senior Director of Global Alliances - Dell.

Do I need Dell-specific experience?

Strongly preferred: credibility and working knowledge of Dell's ecosystem is key.

How does compensation work?

Base pay plus performance bonuses/commissions, reviewed annually based on results.

What travel is involved?

Regular travel for partnerships, plus up to 4 internal events yearly, sometimes international.

This role at Canonical offers a premium opportunity to advance open source adoption with a tech leader like Dell. Apply to shape the future of enterprise Linux.