Dell Alliance Manager

Canonical; Tucson (AZ); Remote; USD 90,000 - 130,000; Full time

Job summary

Canonical is seeking a Dell Alliance Manager to join their team. This role focuses on building strategic relationships with Dell and driving Canonical's agenda, requiring experience in sales management and a strong understanding of Linux and cloud technologies. The position offers a distributed work environment, competitive compensation, and opportunities for personal development.

Benefits

Personal learning and development budget of USD 2,000 annually

Annual compensation review

Recognition rewards and annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunities to travel and meet colleagues

Travel benefits for long-haul company events

Qualifications

• Experience in alliance or indirect sales management roles.
• Ability to capture customer requirements and create opportunities.
• Passion for Ubuntu products and mission.

Responsibilities

• Building strategic relationships and enabling Dell teams.
• Developing pipeline and transacting opportunities through Dell.
• Raising awareness of open source capabilities on Canonical Ubuntu.

Skills

Communication

Presentation

Customer Support

Teamwork

Sales Management

Linux Knowledge

Cloud Technologies

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 major public cloud and silicon providers, and industry leaders across sectors. We are a pioneer of global distributed collaboration, with 1100+ colleagues in 75+ countries and few office-based roles. Teams meet 2-4 times a year 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 team 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 to leverage open source mandates and macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are essential for these partners to realize their goals. Canonical offers a platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Dell Alliance Manager will work closely with Dell and Canonical teams across geographies to enable Dell teams, generate opportunities, drive Canonical's 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 CxOs. The role involves running customer workshops, attending sales events, giving public presentations, and participating in executive engagements.

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

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 a deep understanding of the Linux and cloud software ecosystem
5. Delivering on targets and objectives, and representing the partner’s voice
6. Traveling regularly, sometimes internationally, to drive partnerships in person
7. Supporting internal Canonical field teams to identify, support, grow, and transact opportunities
8. Expanding existing footprint with Dell customers with upsell strategies
9. Contributing to broader strategies, initiatives, and campaigns as defined by the Senior Director

What we are looking for in you:

1. Experience in alliance or indirect sales management roles
2. Autonomous, disciplined, hands-on, and results-oriented mindset
3. Ability to capture customer requirements, evaluate gaps, and create opportunities
4. Passion for Ubuntu products and mission
5. Comfort in fast-paced, high-pressure environments with measurable goals
6. Experience with 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, go-to-market strategies, and field operations
10. Experience managing cross-functional teams and operational excellence
11. Willingness to travel up to 4 times a year for internal events
12. Hands-on experience with SalesForce.com and Google Suite is a plus

What we offer colleagues:

1. Distributed work environment with biannual team sprints in person
2. Personal learning and development budget of USD 2,000 annually
3. Annual compensation review
4. Recognition rewards and annual holiday leave
5. Maternity and paternity leave
6. Employee Assistance Programme
7. Opportunities to travel and meet colleagues in new locations
8. Travel benefits for long-haul company events

About Canonical:

Canonical pioneers open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and uphold high standards for excellence. Most colleagues work remotely since 2004, embracing future-focused work, continuous learning, and innovation.

Canonical is an equal opportunity employer, committed to diversity and inclusion. We value varied perspectives to create a better workplace and products. All applications will be considered fairly regardless of background or identity.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• Software Development