Dell Alliance Manager

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

Job summary

Join a forward-thinking company as a Dell Alliance Manager, where you'll leverage your expertise in sales management and Linux technologies to foster strategic partnerships. This role involves collaborating with global teams, enhancing market share, and promoting innovative open-source solutions. You'll engage with diverse stakeholders, conduct workshops, and drive opportunities within the Dell ecosystem. Enjoy a flexible work environment, generous learning budgets, and opportunities for travel and professional growth. If you're passionate about open-source innovation and thrive in dynamic settings, this is the perfect opportunity for you!

Benefits

Annual Learning Budget

Remote Work Environment

Recognition Rewards

Maternity and Paternity Leave

Employee Assistance Programme

Travel Opportunities

Priority Pass for Travel

Qualifications

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

Responsibilities

• Build strategic relationships and enable Dell teams on the partnership.
• Conduct customer workshops and attend sales events.

Skills

Sales Management

Customer Relationship Management

Linux Knowledge

Cloud Technologies

Communication Skills

Presentation Skills

Team Collaboration

Education

Bachelor's Degree

Experience in Sales

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 initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, and 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 leveraging open source mandates. Canonical's Ubuntu and open source portfolio are key to these partners' success, offering a platform for rapid 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, generate opportunities, promote Canonical within Dell, and achieve targets. 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 conducting customer workshops, attending sales events, delivering presentations, and participating in executive engagements.

Location: Open for North America and APAC.

The role entails:

1. Building strategic relationships and enabling Dell teams on the partnership.
2. Developing pipeline and transacting opportunities through Dell.
3. Raising awareness of open source capabilities on Canonical Ubuntu within Dell.
4. Demonstrating deep understanding of Linux and cloud ecosystems.
5. Meeting targets and supporting the Canonical field teams.
6. Traveling regularly, sometimes internationally, to foster partnerships.
7. Expanding existing customer footprints with Dell, aiming for upselling opportunities.
8. Supporting 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 roles.
2. Autonomous, disciplined, and proactive with a hands-on approach.
3. Ability to understand customer requirements and create opportunities.
4. Passionate about Ubuntu products and mission.
5. Comfortable in fast-paced, high-pressure environments with clear 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 knowledge of Dell's products, go-to-market, and field operations.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times a year for internal events.
12. Hands-on experience with Salesforce.com and Google Suite is a plus.

**What we offer colleagues:**

We value geographical location, experience, and performance in shaping compensation globally, revisited annually or more often for early-career staff. Benefits include:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review.
• Recognition rewards, holiday leave, maternity and paternity leave.
• Employee Assistance Programme.
• Opportunities to travel and meet colleagues.
• Priority Pass and 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, uphold high standards, and expect excellence. Most colleagues work remotely, fostering a future-oriented, flexible work environment.

Canonical is an equal opportunity employer, committed to diversity and inclusion, ensuring fair consideration regardless of background or identity.