Alliance Manager

Summary

Join Canonical as a Dell Alliance Manager and become a key member of our growing Dell alliances organization. Collaborate closely with Dell and Canonical teams globally to empower Dell teams, generate sales opportunities, champion Canonical's agenda within Dell, and achieve ambitious targets. Build strong relationships with Dell, expand Canonical's market presence and attach rate, and promote the partnership across various levels, from engineers to CxOs. The role involves conducting customer workshops, attending sales events, delivering presentations, and participating in executive engagements. This position is open in North America and APAC, requiring regular travel, sometimes internationally. You will be responsible for building strategic relationships, driving sales, and expanding Canonical's footprint with Dell customers.

Requirements

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• 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
• Team player with superior accountability and customer support 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

Responsibilities

• Build strategic relationships and enable Dell teams on the partnership
• Build pipeline and transact opportunities through Dell
• Grow Dell’s awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets, objectives and provide a voice of the partner
• Travel regularly - sometimes internationally - to drive partnerships in person
• Align and support internal canonical field teams - identify, support, grow, transact
• Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
• Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director

Preferred Qualifications

Hands on experience with SalesForce.com and Google Suite

Benefits

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• 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