Dell Alliance Manager

Canonical; Wichita (KS); Remote; USD 90,000 - 130,000; Full time

Job summary

Canonical is seeking a Dell Alliance Manager to enhance partnerships with major OEMs like Dell and HPE. This mid-senior level role involves building relationships, increasing market share, and engaging with various stakeholders. The ideal candidate will have experience in alliance management, a passion for open source, and excellent communication skills.

Benefits

USD 2,000 annual learning and development budget

Annual compensation review

Recognition rewards

Holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunities to travel globally

Travel perks for company events

Qualifications

• Experience in alliance or indirect sales management.
• Knowledge of Linux, virtualization, containers, and cloud technologies.
• Ability to understand customer needs and create opportunities.

Responsibilities

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

Skills

Communication

Presentation skills

Customer support

Team player

Understanding customer needs

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. 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. These companies develop software-defined solutions to leverage open source mandates and macro trends. Canonical’s flagship product, Ubuntu, and its open source portfolio are critical for these partners.

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 and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO levels. The role involves customer workshops, sales events, public presentations, and executive engagements.

Location: This position is open for North America and APAC regions.

Key Responsibilities

• Build strategic relationships and enable Dell teams on the partnership
• Develop pipeline and transact opportunities through Dell
• Increase Dell’s awareness of open source capabilities on Canonical Ubuntu
• Deep understanding of Linux and cloud software ecosystem
• Achieve targets and objectives, representing the partner’s voice
• Travel regularly, including international trips, to foster partnerships
• Support internal Canonical field teams to identify, support, grow, and transact opportunities
• Expand existing client footprint with Dell, aiming for upselling
• Contribute to broader strategies, initiatives, and campaigns as directed by the Senior Director

Candidate Profile

• Experience in alliance or indirect sales management
• Autonomous, disciplined, and proactive
• Ability to understand customer needs, evaluate gaps, and create opportunities
• Passion for Ubuntu products and mission
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Knowledge of Linux, virtualization, containers, cloud technologies
• Excellent communication and presentation skills
• Team player with accountability and customer support skills
• Credibility and working knowledge of Dell’s products and go-to-market strategies
• 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

• 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 and paternity leave
• Employee Assistance Programme
• Opportunities to travel and meet colleagues globally
• Travel perks for company events

About Canonical

Canonical leads in open source innovation, publishing Ubuntu and supporting AI, IoT, and cloud initiatives. We hire globally, set high standards, and foster a remote work culture since 2004. Join us to challenge conventions, learn new skills, and grow professionally.

Canonical is an equal opportunity employer, committed to diversity and inclusion, and considers all applications fairly.

Additional Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Business Development and Sales
• Industries: Software Development