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Job Description
The role involves leading and developing strategic alliances globally, particularly with Dell Technologies, to drive revenue growth, market expansion, and collaboration in open source, Linux, and cloud technologies. It requires managing cross-functional teams, building executive relationships, and executing joint go-to-market strategies in a remote, fast-paced environment.
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 Canonical's open source capabilities and Ubuntu platform.
- Support internal teams to identify, grow, and transact with Dell customers.
- Travel internationally to foster and develop partnerships in person.
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 build and expand strategic relationships and enable partner teams on the partnership.
- Experience developing and executing go-to-market strategies for joint offerings.
- Ability to manage and grow a global team of Business Development Managers.
- Experience in contract negotiations and performance tracking within strategic alliances.
- Willingness to travel internationally to drive partnerships in person.
- Ability to align and support internal Canonical field teams to identify, support, grow, and transact with partners.
- Experience expanding existing footprints with customers to upsell to broader portfolios.
- Comfortable working in fast-paced and high-pressure environments with measurable goals.
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
Ready to Apply?
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