Dell Alliance Manager

Canonical; Madison (WI); Remote; USD 90,000 - 110,000; Full time

Job summary

A leading open source software provider is seeking a Dell Alliance Manager to build strategic partnerships with Dell. The role involves increasing market share, evangelizing Canonical's solutions, and engaging with various stakeholders. Ideal candidates will have experience in sales management, strong communication skills, and a passion for open source technologies.

Benefits

USD 2,000 annual learning and development budget

Distributed work environment

Annual compensation reviews

Recognition rewards

Employee Assistance Programme

Qualifications

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

Responsibilities

• Building strategic relationships and enabling Dell teams.
• Increasing Dell's awareness of open source capabilities on Canonical Ubuntu.
• Traveling regularly for in-person partnership activities.

Skills

Communication

Presentation Skills

Customer Support

Results-oriented Mindset

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, as well as industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times yearly in 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 OEMs and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and others, building software-defined solutions aligned with open source mandates. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are essential for these partners. Canonical offers a 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 across geographies 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 across various personas from engineers to CxOs. The role involves running customer workshops, attending sales events, delivering public presentations, and participating in executive engagements.

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

The role entails

• Building strategic relationships and enabling Dell teams on the partnership
• Developing pipeline and transacting opportunities through Dell
• Increasing Dell's awareness of open source capabilities on Canonical Ubuntu
• Demonstrating deep understanding of Linux and cloud software ecosystems
• Achieving targets and objectives, representing the partner voice
• Traveling regularly, sometimes internationally, for in-person partnership activities
• Supporting internal Canonical field teams to identify, support, grow, and transact opportunities
• Expanding existing footprint with Dell customers, aiming for upselling opportunities
• Contributing to broader strategies, initiatives, and campaigns as directed 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
• Knowledge of 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
• Experience with Salesforce.com and Google Suite is a plus

What we offer colleagues

We offer a globally competitive compensation package, reviewed annually, with additional benefits reflecting our values. Benefits include:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation reviews
• Recognition rewards, holiday leave, maternity/paternity leave
• Employee Assistance Programme
• Opportunities to travel and meet colleagues
• Travel upgrades for company events

About Canonical

Canonical is a pioneering open source tech firm, publisher of Ubuntu, and leader in AI, IoT, and cloud platforms. We recruit globally, uphold high standards, and promote excellence. Most colleagues work from home. Working here challenges you to think differently, learn new skills, and elevate your performance.

Canonical is an equal opportunity employer. We value diversity and are committed to fair consideration for all applicants.