Alliance Manager, Canonical
Dell
More information about location
Enterprise open source solutions
Job no longer available
Enterprise open source solutions
1001+ employees
Job no longer available
More information about location
1001+ employees
Company mission
Canonical's mission is to make open source software available to people everywhere.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Canonical originally started as a company to help distribute Ubuntu (an operating system based on Linux). It is now a leader in delivering open source to the world quickly, securely and cost effectively.
With a community of 200,000, Canonical publishes an operating system which runs from the tiny connected devices up to the world's biggest mainframes, the platform that everybody uses on the public cloud, and the workstation experience of the world's most productive developers. Just some of its partners include Microsoft, HP, Dell, aws, and Intel.
The founder has highlighted that Canonical's biggest challenge has been that demand is bigger than the company’s ability to service it. Originally a not-for-profit, Canonical is now monetising and is planning to go public. It also announced its product Ubuntu has a comprehensive subscription version called Ubuntu Pro, likely to aid monetising efforts.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Aug 2013
$10.3m
EARLY VC
Total funding: $10.3m
Company benefits
- Work from home opportunities
- Health insurance
- Learning and personal professional development budget
- Annual compensation review
- Recognition rewards
- Annual leave
- Generous parental leave
- Priority Pass for travel
Company HQ
Southwark, London
Leadership
Mark Shuttleworth
(CEO)Serial entrepreneur. Previously founded Thawte Consulting (sold to VeriSign for $575m)
Share this job