Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies often build software-defined solutions which they take to market, and Ubuntu is a key ingredient in cloud-native and edge or IoT solutions. More and more of those solutions depend on open source. Canonical Ubuntu is the best platform for rapid open source innovation.

The Dell Alliance manager will be a key contributing team member within the growing Dell alliances organization. This individual will assist in achieving operational excellence and global expansion for this important relationship. Reporting to the Senior Director of Global Alliances - the Dell Alliance manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. 

The Dell Alliance manager is responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. He/she will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

As a Dell  Alliance Manager you will:

• 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

• 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
• Hand’s on experience with SalesForce.com and Google Suite a plus
• Experience managing cross-functional teams and track record of operational excellence

• Personal learning and development budget
• Annual compensation review
• Recognition rewards
• Annual leave
• Priority Pass for travel

Canonical is a growing international software company that works with the open-source community to deliver Ubuntu, the world’s best free software platform.Our services help businesses worldwide reduce costs, improve efficiency and enhance security with Ubuntu.

We are proud to foster a workplace free of discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity we will give your application fair consideration.

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