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HPE Alliance Manager
2 months ago
About Canonical
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors.
Our Culture
We are a pioneer of global distributed collaboration, with over 75 countries represented and very few office-based roles. Teams meet two to four times a year in person, in interesting locations around the world, to align on strategy and execution.
The Role
We are hiring an HPE Alliance Manager to be a key contributing team member within the growing HPE team. Large OEM or Independent Hardware Vendor (IHV) brands, including HPE, Dell, IBM, Lenovo, Ericsson, Cisco, Fujitsu, and many more, are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations.
Key Responsibilities
- Build trusted relationships with HPE, increase Canonical market share and attach rate, evangelize the partnership, and drive business interactions from across the 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 as coordinated by the Senior Director.
- Grow HPE'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, including internationally, to drive partnerships in person.
- Align and support internal Canonical field teams - identify, support, grow, transact.
- Expand existing footprint with HPE customers with an aim to upsell to broader portfolio.
- Support and contribute to broader strategy, initiatives, and key campaigns as defined by the HPE Global Alliance Director.
Requirements
- Experience in alliance or indirect sales management roles.
- Sales acumen, ability to build and manage a pipeline of business.
- 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 HPE - its products, go-to-market motion, and field.
- Experience managing cross-functional teams and track record of operational excellence.
- Willingsness to travel up to 4 times a year for internal events.
- Hands-on experience with Google Suite a plus.
About Us
We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
- Distributed work environment with twice-yearly team sprints in person.
- Personal learning and development budget of USD 2,000 per year.
- Annual compensation review.
- Recognition rewards.
- Annual holiday leave.
- Maternity and paternity leave.
- Employee Assistance Programme.
- Opportunity to travel to new locations to meet colleagues.
- Priority Pass, and travel upgrades for long haul company events.
