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Responsibilities
Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales 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.They are 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.The role entailsBuild strategic relationships and enable Dell teams on the partnershipBuild pipeline and transact opportunities through DellGrow Dell’s awareness of open source capabilities on Canonical UbuntuDemonstrate a deep understanding of the Linux and cloud software ecosystemDeliver on targets, objectives and provide a voice of the partnerTravel regularly - sometimes internationally - to drive partnerships in personAlign and support internal canonical field teams - identify, support, grow, transactExpand existing footprint with Dell customers with an aim to upsell to broader portfolioSupport and contribute to broader strategy, initiatives and key campaigns as defined by the Senior DirectorWhat we are looking for in youExperience in alliance or indirect sales management rolesAutonomous, disciplined, hands-on, get-it-done mentalityAbility to capture customer requirements, evaluate gaps, identify and create opportunitiesPassionate about Ubuntu products and missionComfortable in fast-paced and high pressure environments with measurable goalsExperience with Linux, virtualization, containers, and other cloud technologiesExcellent communication and presentation skillsTeam player with superior accountability and customer support skillsCredibility and working knowledge of Dell - its products, go-to-market motion, and fieldExperience managing cross-functional teams and track record of operational excellenceWillingness to travel up to 4 times a year for internal eventsHands on experience with SalesForce.com and Google Suite a plusWhat we offer colleaguesDistributed work environment with twice-yearly team sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveTeam Member Assistance Program & Wellness PlatformOpportunity to travel to new locations to meet colleaguesPriority Pass and travel upgrades for long-haul company eventsAbout CanonicalCanonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Canonical represents the best platform for rapid open source innovation.
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