Dell Alliance Manager

Canonical; Oklahoma City (OK); Remote; USD 80,000 - 100,000; Full time

Job summary

Canonical is seeking a Dell Alliance Manager to foster strategic relationships with Dell, drive opportunities, and enhance market share for Canonical's open source solutions. This mid-senior level role involves collaboration with internal teams and regular travel. The ideal candidate will have a strong background in sales management, excellent communication skills, and a passion for open source technologies. Canonical offers competitive compensation and a flexible, inclusive work environment.

Benefits

Learning Budgets

Travel Opportunities

Work Flexibility

Qualifications

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

Responsibilities

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

Skills

Communication

Customer Support

Relationship Building

Sales Management

Teamwork

Tools

Salesforce

Google Suite

Job description

Join to apply for the Dell Alliance Manager role at Canonical

Canonical, a leading provider of open source software and operating systems, is hiring a Dell Alliance Manager. Our platform, Ubuntu, is widely used in enterprise initiatives such as cloud, data science, AI, and IoT. Our customers include major public cloud and silicon providers, with a global team of over 1100 colleagues across 75+ countries.

The Dell Alliance Manager will work closely with Dell and Canonical teams worldwide to build relationships, generate opportunities, and drive Canonical's agenda within Dell. Responsibilities include building strategic relationships, increasing market share, evangelizing the partnership, and engaging with stakeholders from engineers to CxO levels. The role requires regular travel and collaboration with internal teams to expand our footprint with Dell customers.

Location:

Open for 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 awareness of Canonical's open source capabilities within Dell.
4. Deep understanding of Linux and cloud ecosystems.
5. Meet targets and objectives, representing the partner voice.
6. Travel regularly to foster partnerships in person.
7. Support internal Canonical teams and identify growth opportunities.
8. Expand existing customer relationships with Dell, upselling where possible.
9. Contribute to broader strategic initiatives and campaigns.

Qualifications:

• Experience in alliance or indirect sales management roles.
• Autonomous, disciplined, and proactive approach.
• Ability to understand customer needs and create opportunities.
• Passion for Ubuntu and open source.
• Comfort in fast-paced, goal-oriented environments.
• Knowledge of Linux, virtualization, containers, and cloud tech.
• Excellent communication and presentation skills.
• Team player with strong accountability and customer support skills.
• Credibility with Dell products and market strategies.
• Experience managing cross-functional teams.
• Willingness to travel up to 4 times a year.
• Experience with Salesforce and Google Suite is a plus.

What We Offer:

Competitive worldwide compensation, annual reviews, and benefits including learning budgets, travel opportunities, and work flexibility. We foster a diverse, inclusive, and innovative work environment.

About Canonical:

Canonical is a pioneering open source company, publisher of Ubuntu, and leader in cloud, AI, and IoT solutions. We promote a high-performance, remote-first culture, valuing excellence and innovation. We are an equal opportunity employer committed to diversity and inclusion.

Additional Details:

• Seniority Level: Mid-Senior level
• Employment Type: Full-time
• Job Function: Business Development and Sales
• Industry: Software Development