Global Alliance Director

Summary

Join Canonical's strategic partnerships team as the Global Alliances Director, leading the IBM alliance team globally. You will build and maintain strong relationships with IBM executives, fostering collaboration on joint business objectives. Responsibilities include managing a global team of Business Development Managers, identifying new business opportunities, developing go-to-market strategies, and overseeing alliance management. You will also contribute to thought leadership initiatives and drive revenue growth and market expansion. This remote role, based in AMER regions, requires international travel. Canonical offers a competitive compensation package, including a performance-driven bonus, and various benefits.

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 IBM teams on the partnership
• Grow business motions with IBM, across sell-to, sell-through and sell-with motions
• Grow IBM'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 IBM 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 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
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events