About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the publisher of Ubuntu, the world's most popular Linux distribution for desktops, servers, and cloud, Canonical powers breakthrough enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud providers, silicon manufacturers, and industry giants across sectors. With over 1200 colleagues in more than 75 countries, Canonical embodies a founder-led, profitable, and rapidly growing remote-first culture. Teams collaborate globally, meeting in person two to four times a year in exciting locations to align on strategy and execution. Join us to shape the future of open source and enterprise technology.

Role Overview

The Dell Global Alliance Director at Canonical is a strategic leadership role within our partnerships team, focused exclusively on driving the global alliance with Dell Technologies. Reporting to the Head of IHV Alliances, you will lead a team of Business Development Managers, foster executive-level relationships, and execute go-to-market strategies for joint Ubuntu-Dell offerings. This home-based position in the Americas offers the autonomy to shape multi-million-dollar partnerships, expand market reach, and contribute to Canonical's mission of making open source ubiquitous in enterprise computing. Ideal for seasoned alliance professionals passionate about Linux, cloud ecosystems, and high-impact revenue growth.

Key Responsibilities

Strategic Alliance Leadership

Build and own the global strategy for the Dell alliance, identifying opportunities to expand sell-to, sell-through, and sell-with business motions. Develop joint go-to-market plans, oversee contract negotiations, and track performance metrics to ensure alignment on shared objectives.

Relationship and Team Management

Cultivate strong relationships with Dell executives across geographies while managing and growing a high-performing team of Business Development Managers. Enable Dell teams on Canonical's Ubuntu capabilities and support internal Canonical field teams in identifying, pursuing, and closing deals.

Revenue and Market Expansion

Drive revenue growth by pursuing new opportunities with Dell, upselling broader Canonical portfolios to existing Dell customers, and increasing Dell's awareness of open source solutions like Ubuntu in cloud, AI, and IoT. Deliver on measurable targets and resolve issues to maintain partnership momentum.

Thought Leadership and Collaboration

Contribute to joint initiatives such as publications, customer events, and enablement programs. Travel internationally as needed to strengthen partnerships in person and align cross-functional teams for operational excellence.

Qualifications & Requirements

We seek candidates with proven experience as an Alliance Manager or Director, particularly in tech partnerships. A deep understanding of the Linux ecosystem, virtualization, containers, and cloud technologies is essential. You must demonstrate excellent interpersonal skills for building executive relationships, strong business acumen for revenue-driven strategies, and superior communication to present complex ideas effectively.

Success requires an autonomous, hands-on mentality in fast-paced environments, passion for Canonical's products and open source mission, and a track record of managing cross-functional teams. Comfort with international travel, high-pressure goals, and customer-centric accountability is key. Experience in open source software, enterprise sales, or hardware-software alliances will set you apart.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and impact, with annual reviews and bonuses or commissions. Beyond base pay, enjoy a distributed work environment with biannual in-person sprints, a USD 2,000 personal learning budget, recognition rewards, generous holiday leave, maternity and paternity leave, and a Team Member Assistance Program.

Travel perks include Priority Pass and upgrades for company events, plus opportunities to visit new locations and collaborate with global colleagues. Our benefits emphasize fairness, wellness, and work-life balance across regions.

Career Growth

At Canonical, career progression is driven by performance and impact in our flat, meritocratic structure. As Dell Global Alliance Director, you'll gain visibility with executive leadership, influence strategic partnerships, and develop skills in global team management and enterprise sales. Access learning budgets, mentorship, and cross-team projects to advance into VP-level roles or broader alliance leadership. Our growing partnerships with cloud giants and tech leaders provide endless opportunities in open source innovation.

Why Join Canonical

Be part of a profitable, founder-led company shaping the future of open source. Work remotely from the Americas on high-stakes alliances that power Ubuntu on Dell hardware for global enterprises. Thrive in a collaborative, high-growth culture where your strategic contributions directly impact revenue and innovation. Canonical's remote-first model, combined with purposeful in-person gatherings, fosters deep connections and exceptional results. Passionate about Linux and partnerships? This is your chance to lead at the intersection of open source and enterprise tech.

Role FAQs

Is this role fully remote?

Yes, it's home-based in the Americas with occasional international travel for partnership meetings and company sprints.

What salary can I expect?

Compensation is competitive and performance-driven, estimated at USD 220,000–260,000 annually, plus bonuses, based on experience and location.

Do I need Linux expertise?

Absolutely—solid experience in Linux, cloud tech, and open source ecosystems is required to succeed.

How does Canonical support professional development?

With a USD 2,000 annual learning budget, annual reviews, and global exposure, we invest in your growth.

What makes this role unique?

Own the global Dell alliance for Ubuntu, driving multimillion-dollar deals in a remote-first, innovative environment.