Dell Alliance Manager

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

Descripción de la vacante

Join a pioneering tech firm at the forefront of open source innovation. As a Dell Alliance Manager, you will play a vital role in expanding partnerships with major OEMs and driving Canonical's agenda within Dell. This dynamic position involves building strategic relationships, facilitating customer workshops, and engaging with diverse stakeholders from engineers to executives. With a focus on collaboration and results, you will help shape the future of open source solutions in a fast-paced, rewarding environment. Embrace the opportunity to travel, learn, and grow while making a significant impact in the tech industry.

Servicios

Personal learning and development budget

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Travel opportunities

Priority Pass for travel upgrades

Formación

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.
• Experience with Linux, virtualization, and cloud technologies.

Responsabilidades

• Build strategic relationships and enable Dell teams on the partnership.
• Develop pipeline and transacting opportunities through Dell.
• Increase Dell's awareness of open source capabilities on Canonical Ubuntu.

Conocimientos

Sales Management

Linux

Cloud Technologies

Communication Skills

Presentation Skills

Customer Support

Salesforce.com

Google Suite

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 some of the world's leading public cloud and silicon providers, as well as industry leaders across various sectors. The company is a pioneer of global distributed collaboration, with over 1100 colleagues across 75+ countries and very few office-based roles. Teams meet two to four times a year 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 member of the growing Dell alliances organization. Major partners include large OEMs and Independent Hardware Vendors such as Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, among others. These companies build software-defined solutions to capitalize on open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are integral to these partners' offerings. Canonical provides the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Dell Alliance Manager will collaborate closely with Dell and Canonical teams across geographies to enable Dell teams, generate opportunities, drive a Canonical agenda within Dell, and achieve targeted results. Responsibilities include building trusted relationships with Dell, increasing Canonical's market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxOs. The role often involves running customer workshops, attending sales events, delivering 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. 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 voice of the partner
6. Traveling regularly, sometimes internationally, to foster partnerships in person
7. Aligning and supporting internal Canonical field teams to identify, support, grow, and transact opportunities
8. Expanding existing footprints with Dell customers with an aim to upsell to broader portfolios
9. Supporting broader strategies, initiatives, and 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, and results-oriented mindset
3. Ability to capture customer requirements, evaluate gaps, and create opportunities
4. Passion for Ubuntu products and mission
5. Comfortable working in fast-paced, high-pressure environments with measurable goals
6. Experience with 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, go-to-market strategies, and field operations
10. Experience managing cross-functional teams with a record of operational excellence
11. Willingness to travel up to four times a year for internal events
12. Hands-on experience with Salesforce.com and Google Suite is a plus

What we offer colleagues:

• 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 leading the global move to open source. As the publisher of Ubuntu, a major open source platform for AI, IoT, and cloud, we are transforming the software industry. We recruit globally and uphold high standards for new hires. Working here means thinking differently, working smarter, learning new skills, and raising your game. Since 2004, most colleagues have worked remotely. Joining Canonical is a step into the future, challenging you to innovate and excel.

Canonical is an equal opportunity employer. We are committed to a workplace free from discrimination. Diversity of experience, perspectives, and backgrounds enrich our environment and products. We welcome all applicants for fair consideration.