Dell Alliance Manager

Canonical; Baltimore (MD); Remote; USD 90,000 - 120,000; Full time

Job summary

Join a leading provider of open source software as a Dell Alliance Manager. In this mid-senior level role, you will build strategic relationships, drive opportunities, and represent Canonical's open source capabilities within Dell. The position offers a distributed work environment and significant travel opportunities, emphasizing collaboration and innovation in the tech industry.

Benefits

Personal learning and development budget of USD 2,000 per year

Annual compensation review

Recognition rewards and holiday leave

Maternity and paternity leave

Employee Assistance Programme

Travel opportunities to meet colleagues

Priority Pass and travel upgrades for long-haul events

Qualifications

• Experience in alliance or indirect sales management roles.
• Excellent communication and presentation skills.
• Experience with Linux, virtualization, containers, and cloud technologies.

Responsibilities

• Building strategic relationships and enabling Dell teams.
• Growing Dell's awareness of open source capabilities.
• Traveling regularly to drive partnerships in person.

Skills

Communication

Team Player

Customer Support

Results-Oriented

Tools

Salesforce.com

Google Suite

Job description

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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 a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet in person two to four times a year in various interesting locations worldwide 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 within the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, among others, building software-defined solutions aligned with open source mandates. Canonical's flagship product, Ubuntu, and its open source portfolio are central to these partnerships, enabling 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 geographies to enable Dell teams, generate opportunities, and drive the Canonical agenda within Dell. Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO levels. The role involves customer workshops, attending sales events, giving presentations, and participating in executive engagements.

Location: This is open for North America and APAC.

The role entails:

• Building strategic relationships and enabling Dell teams on the partnership
• Building pipeline and transacting opportunities through Dell
• Growing Dell's awareness of open source capabilities on Canonical Ubuntu
• Demonstrating a deep understanding of Linux and cloud software ecosystem
• Delivering on targets and objectives, representing the partner’s voice
• Traveling regularly, sometimes internationally, to drive partnerships in person
• Supporting internal Canonical field teams to identify, support, grow, and transact opportunities
• Expanding existing footprint with Dell customers and upselling broader portfolio
• Supporting broader strategy, initiatives, and campaigns as defined by the Senior Director

What we are looking for in you:

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, and results-oriented mindset
• Ability to capture customer requirements, evaluate gaps, and create opportunities
• Passion for Ubuntu products and mission
• Comfort in fast-paced, high-pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and cloud technologies
• Excellent communication and presentation skills
• Team player with accountability and customer support skills
• Credibility and working knowledge of Dell’s products, go-to-market strategies, and field operations
• Experience managing cross-functional teams and operational excellence
• Willingness to travel up to 4 times a year for internal events
• Hands-on experience with Salesforce.com and Google Suite is a plus

What we offer colleagues:

• Distributed work environment with biannual in-person team sprints
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards and holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Travel opportunities to meet colleagues in new locations
• 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 key open source project and platform for AI, IoT, and cloud, we are transforming software development. We recruit globally and uphold high standards of excellence. Most colleagues work remotely, fostering a forward-thinking work environment that challenges and develops talent.

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

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• Software Development