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Dell Collaboration Manager

hace 2 semanas

Córdoba, Córdoba, Argentina Canonical A tiempo completo
About Our Company

Canonical is a pioneering tech firm that empowers the global move to open source, as the company behind the influential Ubuntu project, a key platform for AI, IoT, and the cloud.

We strive to be the best at what we do, recruiting globally and setting a high standard for our team members. Excellence is essential for success.

Job Overview:

We are seeking a highly motivated and experienced Global Alliances Director to join our Strategic Partnerships team. This individual will lead the Dell Technologies alliance team globally, collaborating closely with Dell and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations.

The successful candidate will be responsible for managing and growing a global team of Business Development Managers, identifying and pursuing new business opportunities with Dell, driving revenue growth and market expansion, developing and executing go-to-market strategies for joint offerings, overseeing alliance management, including contract negotiations and performance tracking, and resolving issues.

This role requires contributing to thought leadership initiatives, such as joint publications and events.

Key Responsibilities:

  • Develop and implement a comprehensive strategy for the Alliance on a global level
  • Expand strategic relationships and enable Dell teams on the partnership
  • Grow business motions with Dell Technologies across sell-to, sell-through, and sell-with motions
  • Grow Dell's awareness of open-source capabilities on Canonical Ubuntu
  • Manage and grow a team of experienced Business Development Managers
  • Demonstrate a deep understanding of the Linux and cloud software ecosystem
  • Deliver on targets, objectives, and provide a voice of the partner
  • Travel internationally to drive partnerships in person
  • Align and support internal Canonical field teams to identify, support, grow, and transact
  • Expand existing footprint with Dell customers, aiming to upsell to a broader portfolio

Requirements:

  • Proven experience as an Alliance Manager/Director
  • Solid experience in Linux, virtualization, containers, and other cloud technologies
  • Excellent interpersonal skills for building strong relationships with executives at all levels
  • Strong business acumen and strategic mindset, focusing on driving revenue growth and market expansion
  • Excellent verbal and written communication skills for presenting complex ideas to diverse audiences
  • Autonomous, disciplined, hands-on approach with a 'get-it-done' mentality
  • Passionate about Canonical products and mission
  • Comfortable working in fast-paced, high-pressure environments with measurable goals
  • Team player with superior accountability and customer support skills
  • Experience managing cross-functional teams and operational excellence