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Client:
Canonical
Location:
Greater London, United Kingdom
EU work permit required:
Yes
Job Reference:
63130b26474b
Job Views:
89
Posted:
03.03.2025
Job Description:
Canonical 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. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with + colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder led, profitable and growing.
We are hiring an HPE Alliance Manager to be a key contributing team member within the growing HIV team. Large OEM or Independent Hardware Vendor (IHV) brands - 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. Canonical represents the best platform for rapid open source innovation.
The HPE Alliance Manager will be responsible for building trusted relationships with HPE, increasing Canonical market share and attach rate, evangelizing the partnership and driving 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 entails:
* Build strategic relationships and enable HPE teams on the partnership
* Build pipeline and transact opportunities through HPE
* 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
What we are looking for in you:
* Experience in alliance or indirect sales management roles
* Sales acumen, ability to build and manage a pipeline of business
* 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
* Willingness to travel up to 4 times a year for internal events
* Hands-on experience with Google Suite a plus
What we offer colleagues:
* 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
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