Dell Alliance Manager

Canonical; Minneapolis (MN); Remote; USD 100,000 - 130,000; Full time

Job summary

Canonical is seeking a Dell Alliance Manager to strengthen partnerships with Dell and enhance market presence. The role involves building relationships, managing sales opportunities, and promoting Canonical's open source solutions. Ideal candidates will have experience in sales management and a strong understanding of Linux and cloud technologies. This position offers competitive compensation, performance bonuses, and a remote-first work environment.

Benefits

Competitive worldwide compensation

Annual reviews

Performance bonuses

Learning budget

Recognition rewards

Holiday leave

Parental leave

Employee assistance

Travel opportunities

Travel upgrades for company events

Qualifications

• Experience in alliance or indirect sales management.
• Ability to identify customer needs and opportunities.
• Familiarity with Linux, virtualization, containers, and cloud tech.

Responsibilities

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

Skills

Communication

Relationship Building

Sales Management

Understanding of Linux

Cloud Technology

Tools

Salesforce

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, along with industry leaders across sectors. We are a pioneer in global distributed collaboration, with over 1100 colleagues in more than 75 countries, and few office-based roles. Teams meet periodically 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 OEM or IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions aligned with open source mandates and macro trends. Canonical’s flagship product, Ubuntu, and its broader open source portfolio are essential for these partners to achieve their goals. Canonical offers 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 across geographies to enable Dell teams, generate and transact opportunities, promote the Canonical agenda within Dell, and achieve targeted results. Responsibilities include building trusted relationships with Dell, increasing Canonical’s market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO level. The role may involve running customer workshops, attending sales events, delivering public presentations, and participating in executive engagements.

Location: This role 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 Linux and cloud software ecosystem
5. Delivering on targets and objectives, representing the voice of the partner
6. Traveling regularly—sometimes internationally—to foster partnerships in person
7. Aligning and supporting internal Canonical field teams to identify, support, grow, and transact
8. Expanding existing footprints with Dell customers and upselling broader portfolios
9. Supporting broader strategies, initiatives, and campaigns as defined by the Senior Director

Qualifications include experience in alliance or indirect sales management, a disciplined and autonomous approach, ability to identify customer needs and opportunities, passion for Ubuntu, familiarity with Linux, virtualization, containers, and cloud tech, excellent communication skills, credibility with Dell products and go-to-market strategies, experience managing cross-functional teams, willingness to travel, and familiarity with Salesforce and Google Suite is a plus.

What we offer: Competitive worldwide compensation, annual reviews, performance bonuses, benefits reflecting our values, and a distributed work environment with biannual in-person team sprints. Additional benefits include a learning budget, recognition rewards, holiday leave, parental leave, employee assistance, travel opportunities, and travel upgrades for company events.

About Canonical: Canonical pioneers open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally, uphold high standards, and foster a remote-first culture since 2004. Working here challenges you to think differently, learn new skills, and excel.

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

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• Software Development