Strategic Alliance Manager
hace 2 semanas
Canonical is seeking a highly skilled and experienced professional to join our growing Dell alliances organization as a Partner Sales Manager. As a key member of our team, you will be responsible for building strategic relationships with Dell teams, enabling them to capitalize on global open source mandates and associated macro trends.
Key Responsibilities:- Build trusted relationships with Dell teams and increase Canonical market share and attach rate.
- Evangelize the partnership and drive business interactions from across persona - from engineer to CxO.
- Run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements.
- 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.
- Experience managing cross-functional teams and track record of operational excellence.
- Willingness to travel up to 4 times a year for internal events.
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software.
We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do.
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