Dell Alliance Manager

Canonical; Morelia; A distancia; USD 60,000 - 100,000; Jornada completa

Descripción de la vacante

An innovative tech firm is seeking a Dell Alliance Manager to foster strategic partnerships and drive business growth. In this dynamic role, you will collaborate with Dell teams, promoting Canonical's open source solutions while building trusted relationships across various levels. Your expertise in alliance management and passion for cloud technologies will be pivotal in expanding market share and enhancing awareness of Ubuntu's capabilities. This position offers a unique opportunity to work in a distributed environment, engage with international teams, and contribute to transformative projects that shape the future of technology.

Servicios

Personal learning and development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunity to travel to new locations

Priority Pass and travel upgrades

Formación

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.

Responsabilidades

• Build strategic relationships and enable Dell teams on the partnership.
• Grow Dell's awareness of open source capabilities on Canonical Ubuntu.

Conocimientos

Alliance Management

Sales Management

Linux

Cloud Technologies

Communication Skills

Presentation Skills

Customer Support

Herramientas

SalesForce.com

Google Suite

Descripción del empleo

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 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, as well as industry leaders across sectors. The company is a pioneer of global distributed collaboration, with 1100+ 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 Dell Alliance Manager to be a key contributor within the growing Dell alliances organization. Major partners include large OEMs and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, among others. These companies build software-defined solutions to leverage global open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are essential for these partners to realize their goals. Canonical offers the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Dell Alliance Manager will work closely with Dell and Canonical teams across various geographies. Responsibilities include enabling Dell teams, generating and transacting opportunities, promoting a Canonical agenda within Dell, and achieving targeted results. They will build trusted relationships with Dell, increase Canonical's market share and attach rate, evangelize the partnership, and drive business interactions across various personas—from engineers to CxOs. The role involves running customer workshops, attending sales events, giving public presentations, and participating in executive engagements as coordinated by the Senior Director.

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

The role entails

1. Build strategic relationships and enable Dell teams on the partnership
2. Build pipeline and transact opportunities through Dell
3. Grow Dell's awareness of open source capabilities on Canonical Ubuntu
4. Demonstrate a deep understanding of the Linux and cloud software ecosystem
5. Deliver on targets, objectives, and provide a voice of the partner
6. Travel regularly—sometimes internationally—to drive partnerships in person
7. Align and support internal Canonical field teams—identify, support, grow, transact
8. Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
9. Support and contribute to broader strategy, initiatives, and key campaigns as defined by the Senior Director

What we are looking for in you

1. Experience in alliance or indirect sales management roles
2. Autonomous, disciplined, hands-on, get-it-done mentality
3. Ability to capture customer requirements, evaluate gaps, identify and create opportunities
4. Passionate about Ubuntu products and mission
5. Comfortable in fast-paced and high-pressure environments with measurable goals
6. Experience with Linux, virtualization, containers, and other cloud technologies
7. Excellent communication and presentation skills
8. Team player with superior accountability and customer support skills
9. Credibility and working knowledge of Dell—its products, go-to-market motion, and field
10. Experience managing cross-functional teams and a track record of 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 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, reflecting 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
• Employee Assistance Programme
• 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 publisher of Ubuntu, a major open source project and platform for AI, IoT, and cloud, we are transforming software. We recruit globally and set high standards for our team members. Working here is a step into the future, challenging you to think differently, work smarter, learn new skills, and elevate your performance.

Canonical is an equal opportunity employer. We are committed to fostering a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds enrich our environment and products. Regardless of your identity, your application will be given fair consideration.