Dell Alliance Manager

Canonical; Caracas; A distancia; USD 60.000 - 100.000; Jornada completa

Descripción de la vacante

An innovative tech firm is seeking a dynamic Dell Alliance Manager to enhance strategic partnerships and drive growth. This role involves building relationships with major OEMs, increasing market share, and evangelizing open source solutions. You will collaborate with cross-functional teams, conduct workshops, and engage with various stakeholders to achieve targets. With a competitive compensation package, including generous leave policies and a commitment to professional development, this position offers a unique opportunity to thrive in a fast-paced environment. Join a company that values diversity and fosters a flexible work culture.

Servicios

Annual Learning Budget of USD 2,000

Generous Leave Policies

Employee Assistance Programme

Travel Perks like Priority Pass

Recognition Rewards

Biannual Team Sprints

Formación

• Experience in alliance or indirect sales management roles.
• Knowledge of Linux, virtualization, containers, and cloud technologies.

Responsabilidades

• Build strategic relationships and enable Dell teams on the partnership.
• Grow pipeline and transacting opportunities through Dell.
• Increase Dell's awareness of open source capabilities.

Conocimientos

Alliances Management

Sales Management

Communication Skills

Linux Knowledge

Cloud Technologies

Customer Support

Presentation Skills

Team Collaboration

Educación

Bachelor's Degree

Herramientas

Salesforce

Google Suite

Descripción del empleo

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leading public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring a Dell Alliance Manager to join the growing Dell alliances organization. Major partners include OEM and IHV brands like Dell, HPE, IBM, Lenovo, Ericsson, Cisco, and Fujitsu. These companies develop software-defined solutions leveraging open source mandates, with Ubuntu and Canonical's open source portfolio as key components.

Reporting to the Senior Director of Global Alliances - Dell, the Dell Alliance Manager will collaborate with Dell and Canonical teams globally to enable Dell teams, generate opportunities, drive Canonical's agenda within Dell, and achieve targeted results. Responsibilities include building trusted relationships, increasing market share and attach rate, evangelizing the partnership, and engaging with various personas from engineers to CxO. The role involves running customer workshops, attending sales events, delivering public presentations, and participating in executive engagements.

Location: This position is open for North America and APAC regions.

The role entails:

1. Building strategic relationships and enabling Dell teams on the partnership.
2. Growing pipeline and transacting opportunities through Dell.
3. Increasing Dell's awareness of open source capabilities on Canonical Ubuntu.
4. Demonstrating deep understanding of the Linux and cloud software ecosystem.
5. Achieving targets and objectives, representing the partner voice.
6. Traveling regularly, sometimes internationally, to foster partnerships.
7. Supporting internal Canonical field teams to identify, support, grow, and transact opportunities.
8. Expanding existing customer footprint with Dell, aiming for upselling opportunities.
9. Contributing to broader strategies, initiatives, and campaigns as defined by the Senior Director.

What we are looking for in you:

1. Experience in alliance or indirect sales management roles.
2. Autonomous, disciplined, and proactive with a 'get-it-done' attitude.
3. Ability to understand customer requirements, evaluate gaps, and create opportunities.
4. Passion for Ubuntu products and mission.
5. Comfortable working in fast-paced, high-pressure environments with measurable goals.
6. Knowledge of Linux, virtualization, containers, and cloud technologies.
7. Excellent communication and presentation skills.
8. Team player with accountability and customer support skills.
9. Credibility and working knowledge of Dell's products and go-to-market strategies.
10. Experience managing cross-functional teams and operational excellence.
11. Willingness to travel up to 4 times a year for internal events.
12. Experience with Salesforce and Google Suite is a plus.

What we offer colleagues:

We offer competitive global compensation, including base pay, performance bonuses, and benefits aligned with our values. Our offerings include:

• Distributed work environment with biannual in-person team sprints.
• USD 2,000 annual learning and development budget.
• Annual compensation review and recognition rewards.
• Generous leave policies, including holiday, maternity, and paternity leave.
• Employee Assistance Programme and travel opportunities.
• Travel perks such as Priority Pass and upgrades for company events.

About Canonical:

Canonical is a pioneering tech firm leading the global shift to open source. As the publisher of Ubuntu, a key platform for AI, IoT, and cloud, we are transforming software development. We recruit globally and uphold high standards of excellence. Most colleagues work remotely, fostering a flexible, innovative environment.

Canonical is an equal opportunity employer committed to diversity and inclusion. We value diverse perspectives and backgrounds, and we ensure fair consideration of all applications.