Dell Alliance Manager

Canonical; Sacramento (CA); Remote; USD 90,000 - 120,000; Full time

Job summary

Canonical seeks a Dell Alliance Manager to drive partnerships and sales with Dell. This role involves building relationships, increasing market share, and promoting Canonical's open source solutions. The ideal candidate is experienced in alliance management, knowledgeable in Linux and cloud technologies, and excels in communication and teamwork.

Benefits

Annual learning and development budget

Recognition rewards

Maternity/paternity leave

Employee Assistance Programme

Travel opportunities

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.
• Develop pipeline and transact opportunities through Dell.
• Increase awareness of Canonical’s open source capabilities within Dell.

Skills

Communication

Team Player

Customer Support

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. 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 and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu, which develop software-defined solutions aligned with open source mandates. Canonical’s flagship product, Ubuntu, and its open source portfolio are integral to these partners’ success.

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 Canonical within Dell, and achieve targets. Responsibilities include building trusted relationships, increasing market share, evangelizing the partnership, and engaging across personas from engineers to CxOs. The role involves customer workshops, sales events, public presentations, and executive engagements.

Location: North America and APAC

Role 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 software ecosystems
5. Meet targets and objectives, representing the partner’s voice
6. Travel regularly, including internationally, to foster partnerships
7. Support internal Canonical teams in identifying, supporting, and growing opportunities
8. Expand existing customer footprint with Dell, aiming for upselling opportunities
9. Contribute to broader strategies and campaigns as directed by the Senior Director

Candidate Requirements

1. Experience in alliance or indirect sales management roles
2. Autonomous, disciplined, hands-on approach with a results-oriented mindset
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 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 for internal events
12. Experience with Salesforce.com and Google Suite is a plus

What We Offer

Compensation is based on location, experience, and performance, with annual reviews and performance bonuses. Benefits include:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual compensation review
• Recognition rewards, holiday leave, maternity/paternity leave
• Employee Assistance Programme
• Travel opportunities to new locations
• Priority Pass and travel upgrades for company events

About Canonical

Canonical is a pioneering open source technology firm behind 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, ensuring fair consideration for all applicants.