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Job Description
The role involves leading and developing strategic alliances with Dell Technologies globally, managing relationships, driving joint business initiatives, and expanding market presence for Canonical's open source solutions, primarily Ubuntu, in cloud, AI, IoT, and enterprise sectors.
Key Responsibilities
- Develop and execute the global alliance strategy with Dell Technologies
- Build and maintain strong relationships with senior executives at Dell and Canonical
- Manage and grow a team of Business Development Managers to identify and pursue new business opportunities
- Drive revenue growth and market expansion through joint go-to-market strategies
- Oversee alliance management, including contract negotiations, performance tracking, and issue resolution
- Expand strategic relationships and enable Dell teams on partnership initiatives
- Increase Dell's awareness of open source capabilities on Canonical Ubuntu
- Support internal teams to identify, grow, and transact with Dell customers
- Deliver on partnership targets and objectives
Requirements
- Proven experience as an Alliance Manager or Director, demonstrating the ability to build and maintain strategic partnerships at a senior executive level
- Solid experience in Linux, virtualization, containers, and other cloud technologies
- Excellent interpersonal skills and the ability to build strong relationships with executives at all levels
- Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion
- Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences
- Autonomous, disciplined, hands-on, get-it-done mentality
- Passionate about Canonical products and mission
- Experience managing cross-functional teams and a track record of operational excellence
- Ability to travel internationally to drive partnerships in person
- Ability to build and own the strategy and development of the Alliance on a global level
- Experience in expanding strategic relationships and enabling teams on the partnership
- Experience in growing business motions with sell-to, sell-through, and sell-with strategies
- Ability to grow awareness of open source capabilities on Canonical Ubuntu within partner organizations
- Experience in managing and developing a team of Business Development Managers
- Ability to deliver on targets and objectives, and to provide a voice of the partner
- Experience in contract negotiations, performance tracking, and issue resolution within alliances
Benefits & Perks
Annual compensation review
Performance-driven annual bonus or commission
Distributed work environment with twice-yearly team sprints in person
Personal learning and development budget of USD 2,000 per year
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Team Member Assistance Program
Wellness Platform
Opportunity to travel to new locations to meet colleagues
Priority Pass and travel upgrades for long-haul company events
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