Dell Alliance Manager

Canonical; Victoria; Remote; CAD 80,000 - 120,000; Full time

Job summary

Canonical is seeking a Dell Alliance Manager to enhance partnerships with major OEMs like Dell and HPE. The role involves building relationships, increasing market share, and promoting Canonical's open source offerings. Ideal candidates will have experience in alliance management and a passion for Ubuntu products.

Benefits

USD 2,000 annual learning and development budget

Annual compensation review with performance incentives

Distributed work environment with biannual team sprints

Various benefits reflecting company values

Qualifications

• Experience in alliance or indirect sales management roles.
• Knowledge of Linux, virtualization, containers, and cloud technologies.
• Ability to understand customer requirements and create opportunities.

Responsibilities

• Building strategic relationships and enabling Dell teams.
• Increasing Dell's awareness of open source capabilities.
• Traveling regularly to foster partnerships.

Skills

Communication

Presentation skills

Team player

Customer support

Tools

Salesforce.com

Google Suite

Job description

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, as well as industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Dell Alliance Manager to join the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions aligned with global open source mandates. Canonical’s Ubuntu and open source portfolio are essential for these partners to innovate rapidly.

Reporting to the Senior Director of Global Alliances - Dell, the Dell Alliance Manager will collaborate with Dell and Canonical teams worldwide to enable Dell teams, generate opportunities, promote Canonical within Dell, and achieve strategic goals. Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with stakeholders from engineers to CxO level. The role involves running customer workshops, attending sales events, delivering presentations, and participating in executive engagements.

Location: Open for North America and APAC regions.

The role entails:

1. Building strategic relationships and enabling Dell teams on the partnership.
2. Developing pipeline and transacting opportunities through Dell.
3. Increasing Dell's awareness of open source capabilities on Canonical Ubuntu.
4. Demonstrating a deep understanding of the Linux and cloud software ecosystem.
5. Achieving targets and objectives, and representing the partner’s voice.
6. Traveling regularly, sometimes internationally, to foster partnerships.
7. Supporting internal Canonical field teams to identify, support, grow, and transact opportunities.
8. Expanding existing footprint with Dell customers and upselling the broader portfolio.
9. Contributing to broader strategies and campaigns as directed by the Senior Director.

**What we are looking for:**

1. Experience in alliance or indirect sales management roles.
2. Autonomous, disciplined, and proactive with a get-it-done attitude.
3. Ability to understand customer requirements, evaluate gaps, and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfortable in fast-paced, high-pressure environments with measurable goals.
6. Knowledge of Linux, virtualization, containers, and cloud technologies.
7. Excellent communication and presentation skills.
8. Team player with accountability and customer support skills.
9. Credibility and working knowledge of Dell’s products and go-to-market strategies.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to four times a year for internal events.
12. Experience with Salesforce.com and Google Suite is a plus.

**What we offer colleagues:**

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review with performance incentives.
• Various benefits reflecting our values, including leave, recognition rewards, and wellness programs.
• Opportunities to travel and meet colleagues globally.

About Canonical:

Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and uphold high standards of excellence. Most colleagues work remotely, fostering a flexible and innovative work environment. Working at Canonical challenges you to think differently, learn continuously, and excel.

We are an equal opportunity employer committed to diversity and inclusion, ensuring fair consideration for all applicants regardless of background or identity.