Dell Alliance Manager

Canonical; Chicago (IL); Remote; USD 100,000 - 130,000; Full time

Job summary

A leading provider of open source software is seeking a Dell Alliance Manager to strengthen partnerships with Dell and other major OEMs. This role involves building relationships, promoting Canonical's offerings, and engaging with various stakeholders. The ideal candidate will have experience in sales management, a passion for Ubuntu, and strong communication skills. This position allows for significant autonomy and requires travel to enhance partnerships.

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.
• Increase Dell's awareness of open source capabilities on Ubuntu.
• Travel regularly, including internationally, to foster partnerships.

Skills

Communication

Customer Support

Sales Management

Teamwork

Tools

Salesforce.com

Google Suite

Job description

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About the role

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 cloud, data science, AI, engineering, and IoT. Our customers include top public cloud and silicon providers, and industry leaders worldwide. We operate with a distributed team of over 1100 colleagues across more than 75 countries, with few office-based roles. Teams meet periodically in interesting locations globally to align on strategy and execution.

The company is founder-led, profitable, and growing.

Role overview

We are hiring a Dell Alliance Manager to join the growing Dell alliances organization. Key partners include major OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These partners develop software-defined solutions aligned with open source mandates. The Dell Alliance Manager will work closely with Dell and Canonical teams globally to enable Dell, generate opportunities, promote Canonical within Dell, and achieve targeted results. Responsibilities include building trusted relationships, increasing market share, evangelizing the partnership, and engaging with various personas from engineers to CxOs. The role involves customer workshops, sales events, public presentations, and executive engagements.

Location

This position is open for candidates in North America and APAC.

Key responsibilities

1. Build strategic relationships and enable Dell teams on the partnership.
2. Develop pipeline and transact opportunities through Dell.
3. Increase Dell's awareness of open source capabilities on Ubuntu.
4. Deep understanding of Linux and cloud software ecosystems.
5. Meet targets and objectives, representing the partner’s voice.
6. Travel regularly, including internationally, to foster partnerships.
7. Support and coordinate with internal Canonical teams to identify, support, grow, and transact opportunities.
8. Expand existing Dell customer footprint and upsell broader portfolios.
9. Contribute to broader strategy, initiatives, and campaigns as directed by the Senior Director.

Candidate requirements

1. Experience in alliance or indirect sales management roles.
2. Autonomous, disciplined, and proactive approach.
3. Ability to understand customer needs, evaluate gaps, and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfortable 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-oriented with strong accountability and customer support skills.
9. Credibility and working knowledge of Dell’s products, go-to-market strategies, and field operations.
10. Experience leading cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times per year.
12. Experience with Salesforce.com and Google Suite is a plus.