Dell Alliance Manager

Join or sign in to find your next jobJoin to apply for the Dell Alliance Manager role at Canonical5 days ago Be among the first 25 applicantsJoin to apply for the Dell Alliance Manager role at CanonicalCanonical 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 of the growing Dell alliances organization.
Major partners include OEM and IHVs like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu.
These partners develop software-defined solutions aligned with open source mandates.
Canonical's flagship product, Ubuntu, and our broader open source portfolio are essential for these partners to achieve 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 collaborate with Dell and Canonical teams across geographies to enable Dell teams, generate opportunities, promote Canonical within Dell, and achieve business targets.
Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO.
The role involves customer workshops, sales events, public presentations, and executive engagements.Location:
This position is open for North America and APAC regions.Role ResponsibilitiesBuild strategic relationships and enable Dell teams on the partnershipCreate pipeline and transact opportunities through DellIncrease Dell's awareness of open source capabilities on Canonical UbuntuDevelop a deep understanding of the Linux and cloud software ecosystemMeet targets and objectives, representing the partner voiceTravel regularly, sometimes internationally, to cultivate partnershipsSupport internal Canonical teams to identify, support, and grow opportunitiesExpand existing customer footprint with Dell, aiming for upsellingContribute to broader strategies, initiatives, and campaigns as directed by the Senior DirectorCandidate RequirementsExperience in alliance or indirect sales management rolesAutonomous, disciplined, and proactive approachAbility to understand customer needs and create opportunitiesPassion for Ubuntu products and missionComfortable in fast-paced, goal-driven environmentsKnowledge of Linux, virtualization, containers, and cloud techExcellent communication and presentation skillsTeam-oriented with strong accountability and customer support skillsCredibility with Dell's products and go-to-market strategiesExperience managing cross-functional teams and operational excellenceWillingness to travel up to 4 times annuallyExperience with Salesforce.com and Google Suite is a plusWhat We OfferWe offer competitive worldwide compensation, with annual reviews and performance-based bonuses.
Benefits include:
Distributed work environment with biannual team sprintsUSD 2,000 annual learning and development budgetRecognition rewards and annual leaveMaternity and paternity leaveEmployee Assistance ProgrammeTravel opportunities and upgrades for company eventsAbout CanonicalCanonical pioneers open source technology, publishing Ubuntu, a key platform for AI, IoT, and cloud computing.
We hire globally, uphold high standards, and foster a remote work culture since 2004.
Working here challenges you to think differently, learn continuously, and excel.Canonical is an equal opportunity employer, committed to diversity and inclusion.
We value different perspectives and backgrounds, and we ensure fair consideration of all applications.Additional DetailsSeniority level:
Mid-Senior levelEmployment type:
Full-timeJob function:
Business Development and SalesIndustries:
Software DevelopmentReferrals can double your chances of interview success at Canonical.
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