Global Alliance Director

Summary

Join Canonical, a leading open-source software provider, as our Global Alliances Director! This remote role, based in the Americas, focuses on leading the Dell Technologies alliance globally. You will build and execute strategies, manage a team of business development managers, and foster strong relationships with Dell executives. Responsibilities include driving revenue growth, overseeing contract negotiations, and contributing to thought leadership initiatives. This position requires proven alliance management experience, a deep understanding of the Linux and cloud ecosystem, and excellent communication skills. Canonical offers competitive compensation, a performance-driven bonus, a personal learning and development budget, and a distributed work environment with in-person team sprints.

Requirements

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

Responsibilities

• Build and own the strategy and the development of 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, develop 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 - identify, support, grow, transact
• Expand existing footprint with Dell customers with an aim to upsell to broader portfolio

Benefits

• 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 recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission
• 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