Dell Alliance Manager

Canonical; Puebla de Zaragoza; A distancia; USD 60,000 - 100,000; Jornada completa

Descripción de la vacante

Join a forward-thinking company as a Dell Alliance Manager, where you will play a pivotal role in fostering strategic partnerships and driving open source innovation. This exciting position involves collaborating with global teams, enhancing market presence, and engaging with key stakeholders from engineers to executives. Your expertise in sales management and passion for technology will be vital as you navigate a fast-paced environment, build trusted relationships, and contribute to significant growth initiatives. With opportunities for professional development and a supportive work culture, this role offers a chance to make a real impact in the tech landscape.

Servicios

Annual Learning Budget

Recognition Rewards

Holiday Leave

Maternity and Paternity Leave

Employee Assistance Programme

Travel Opportunities

Priority Pass for Travel

Formación

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

Responsabilidades

• Build strategic relationships and enable Dell teams on the partnership.
• Develop pipeline and transact opportunities through Dell.
• Raise awareness of open source capabilities on Canonical Ubuntu.

Conocimientos

Sales Management

Customer Relationship Management

Linux Knowledge

Cloud Technologies

Communication Skills

Team Collaboration

Educación

Bachelor's Degree

Experience in Alliance Management

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 leading public cloud and silicon providers, along with industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Dell Alliance Manager to be a key member within the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, which develop software-defined solutions aligned with open source trends. Canonical's flagship product, Ubuntu, and our broader open source portfolio are essential for these partners to realize their goals. Canonical offers a premier platform for rapid 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 often involves conducting customer workshops, attending sales events, delivering public 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 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 the Linux and cloud software ecosystem
5. Achieving targets and objectives, representing the partner’s voice
6. Traveling regularly, sometimes internationally, to foster partnerships
7. Supporting internal canonical field teams in identifying, supporting, and growing opportunities
8. Expanding existing footprint with Dell customers, aiming for upselling opportunities
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 roles
2. Autonomous, disciplined, and hands-on approach with a 'get-it-done' mentality
3. Ability to capture customer requirements, evaluate 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 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 and operational excellence
11. Willingness to travel up to 4 times annually for internal events
12. Experience with Salesforce.com and Google Suite is a plus

What we offer colleagues:

1. Distributed work environment with biannual in-person team sprints
2. USD 2,000 annual learning and development budget
3. Annual compensation reviews
4. Recognition rewards
5. Holiday leave, maternity and paternity leave
6. Employee Assistance Programme
7. Opportunities to travel and meet colleagues in new locations
8. Priority Pass and travel upgrades for company events

About Canonical: Canonical is at the forefront of the open source movement. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming software development. We recruit globally and uphold high standards for our team. Working remotely has been our norm since 2004, encouraging innovative thinking, continuous learning, and skill development.

Canonical is an equal opportunity employer. We value diversity and are committed to creating an inclusive workplace free from discrimination. All applications will be considered fairly regardless of background or identity.