Dell Alliance Manager

Canonical; Regina; Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Dell Alliance Manager to cultivate strategic partnerships and drive sales initiatives. This role involves collaborating with Dell teams globally, enhancing market share, and promoting open-source capabilities. The ideal candidate will have a strong background in alliance management and sales, with a passion for technology and a proactive approach. Join a forward-thinking company that values innovation and offers competitive compensation, a supportive work environment, and opportunities for growth and travel. If you're ready to make an impact in the tech world, this is the opportunity for you.

Benefits

Annual learning and development budget

Biannual in-person team sprints

Recognition rewards

Holiday leave

Parental leave

Employee Assistance Programme

Opportunities for travel

Travel upgrades for company events

Qualifications

• Experience in alliance or indirect sales management.
• Knowledge of Linux, virtualization, containers, and cloud technologies.

Responsibilities

• Building strategic relationships and enabling Dell teams.
• Creating pipeline and transacting opportunities through Dell.
• Traveling regularly to foster partnerships.

Skills

Alliance Management

Sales Management

Communication Skills

Linux Knowledge

Cloud Technologies

Customer Support

Presentation Skills

Proactive Attitude

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 our growing alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions to leverage open source mandates and macro trends. Canonical's Ubuntu and open source portfolio are key to these partners' success, making Canonical a prime platform for open source innovation.

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

Location: This position is open for North America and APAC regions.

The role entails:

1. Building strategic relationships and enabling Dell teams
2. Creating pipeline and transacting opportunities through Dell
3. Raising awareness of open source capabilities on Canonical Ubuntu within Dell
4. Demonstrating expertise in Linux and cloud software ecosystems
5. Meeting targets and objectives, representing the partner’s voice
6. Traveling regularly, including internationally, to foster partnerships
7. Supporting internal Canonical teams to identify, support, grow, and transact opportunities
8. Expanding with existing Dell customers and upselling broader portfolios
9. Contributing to broader strategies, initiatives, and campaigns as directed by the Senior Director

What we are looking for in you:

1. Experience in alliance or indirect sales management
2. Autonomous, disciplined, and proactive attitude
3. Ability to understand customer requirements, identify gaps, and create opportunities
4. Passion for Ubuntu products and mission
5. Comfort 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-oriented 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 4 times a year for internal events
12. Experience with Salesforce.com and Google Suite is a plus

What we offer colleagues:

We offer competitive worldwide compensation, revisited regularly, including base pay and performance bonuses or commissions. Additional benefits reflect our values and local needs:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review
• Recognition rewards, holiday leave, and parental leave
• Employee Assistance Programme
• Opportunities for travel and location visits
• Travel upgrades for company events

About Canonical:

Canonical pioneers open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, set high standards, and value excellence. Most colleagues work remotely, fostering a future-focused work culture that encourages smart work, learning, and growth.

Canonical is an equal opportunity employer committed to diversity and inclusion. We consider all applications fairly, welcoming candidates from all backgrounds.