Job Description
The Dell Alliance Manager at Canonical is responsible for building and managing strategic partnerships with Dell and other OEMs, driving open source solutions, increasing market share, and supporting business growth through relationship management, opportunity development, and cross-functional collaboration.
Responsibilities
- •Build strategic relationships and enable Dell teams on the partnership
- •Build pipeline and transact opportunities through Dell
- •Increase Canonical's market share and attach rate within Dell
- •Evangelize the partnership and drive business interactions across various personas
- •Conduct customer workshops, attend sales events, and participate in executive engagements
- •Align and support internal Canonical field teams to identify, support, grow, and transact opportunities
- •Expand existing footprint with Dell customers and upsell broader portfolio
- •Support and contribute to broader strategy, initiatives, and key campaigns
Requirements
- •Experience in alliance or indirect sales management roles
- •Ability to capture customer requirements, evaluate gaps, identify and create opportunities
- •Passionate about Ubuntu products and mission
- •Comfortable in fast-paced and high pressure environments with measurable goals
- •Experience with Linux, virtualization, containers, and other cloud technologies
- •Excellent communication and presentation skills
- •Credibility and working knowledge of Dell - its products, go-to-market motion, and field
- •Experience managing cross-functional teams and track record of operational excellence
- •Willingness to travel up to 4 times a year for internal events
- •Hands-on experience with Salesforce.com and Google Suite (preferred but not mandatory)
Benefits
- •Compensation is based on geographical location, experience, and performance, with annual reviews and recognition rewards
- •Performance-driven annual bonus or commission
- •Distributed work environment with twice-yearly in-person team sprints
- •Personal learning and development budget of USD 2,000 per year
- •Annual compensation review
- •Annual holiday leave
- •Maternity and paternity leave
- •Employee Assistance Programme
- •Opportunity to travel to new locations to meet colleagues
- •Priority Pass and travel upgrades for long haul company events
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