Dell Alliance Manager

Canonical; City of Syracuse (NY); Remote; USD 100,000 - 130,000; Full time

Job summary

A leading open source technology firm is seeking a Dell Alliance Manager to enhance partnerships with major tech brands. The role involves building relationships, increasing market share, and collaborating with teams globally. Ideal candidates should have experience in sales management, a passion for open source, and strong communication skills. Canonical offers a distributed work environment, competitive benefits, and opportunities for professional development.

Benefits

Distributed work environment with biannual in-person team sprints.

USD 2,000 annual learning and development budget.

Annual compensation review and performance-based bonuses.

Comprehensive benefits including leave and travel perks.

Qualifications

• Experience in alliance or indirect sales management roles.
• Knowledge of Linux, virtualization, containers, and cloud technologies.
• Willingness to travel up to 4 times a year.

Responsibilities

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

Skills

Communication

Presentation

Customer Support

Team Player

Tools

SalesForce.com

Google Suite

Job description

Join to apply for the Dell Alliance Manager role at Canonical.

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 top public cloud and silicon providers, and industry leaders across sectors. We are a founder-led, profitable, and growing company with a distributed team of over 1100 colleagues in more than 75 countries, with few office-based roles. Teams meet in person a few times a year at various locations worldwide to align on strategy and execution.

We are hiring a Dell Alliance Manager to join the growing Dell alliances team. Major partners include brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, who build software-defined solutions aligned with open source mandates. Canonical's flagship product, Ubuntu, and its open source portfolio are key for these partners to achieve their goals. Canonical is the best 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, generate opportunities, promote the partnership, and achieve targets. Responsibilities include building trusted relationships, increasing Canonical's market share and attach rate with Dell, evangelizing the partnership, and engaging with various personas from engineers to CxOs. The role involves running customer workshops, attending sales events, giving presentations, and participating in executive engagements.

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

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 Canonical’s open source capabilities and Ubuntu products.
4. Demonstrate a strong understanding of the Linux and cloud software ecosystem.
5. Meet targets and objectives, and represent the partner voice.
6. Travel regularly, sometimes internationally, to foster partnerships.
7. Support internal Canonical teams—identify, support, grow, and transact opportunities.
8. Expand existing footprint with Dell customers, aiming to upsell the broader portfolio.
9. Contribute to broader strategies, initiatives, and campaigns as directed by the Senior Director.

Qualifications:

1. Experience in alliance or indirect sales management roles.
2. Autonomous, disciplined, and hands-on with a results-oriented mindset.
3. Ability to understand customer requirements and create opportunities.
4. Passionate about Ubuntu and open source.
5. Comfortable in fast-paced, high-pressure environments with measurable goals.
6. Knowledge of Linux, virtualization, containers, and cloud technologies.
7. Strong communication and presentation skills.
8. Team player with accountability and customer support skills.
9. Credibility and working knowledge of Dell’s products and go-to-market strategies.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times a year.
12. Experience with SalesForce.com and Google Suite is a plus.

Benefits:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review and performance-based bonuses.
• Comprehensive benefits including leave, parental leave, Employee Assistance Programme, and travel perks.

About Canonical:

Canonical is a pioneering open source technology firm, publisher of Ubuntu, and a leader in AI, IoT, and cloud platforms. We hire globally, uphold high standards, and foster a remote work culture. Working here challenges you to think differently, learn continuously, and excel.

Canonical is an equal opportunity employer, committed to diversity and inclusion.