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 – Dell, 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. They 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.
Location: This is open for EMEA or North America
What your day will look like
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
What we are looking for in you
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
Hands on experience with SalesForce.com and Google Suite a plus
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