Global Alliance Director – Dell

About the role

Canonical is seeking a highly motivated and experienced Global Alliances Director to lead its Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, the role works closely with Dell and Canonical teams across all geographies to build strong relationships with senior executives at partner organisations and to drive joint business objectives. The position is based remotely in the Americas region.

Key responsibilities

• Build and own the global alliance strategy and expand strategic relationships with Dell teams
• Grow business motions with Dell across sell-to, sell-through and sell-with, and raise Dell's awareness of Canonical Ubuntu's open source capabilities
• Manage and grow a team of business development managers, helping them pursue new opportunities and deliver revenue growth
• Develop and execute go-to-market strategies for joint offerings, and oversee contracts, performance tracking and issue resolution
• Contribute to thought leadership such as joint publications and customer events
• Travel internationally to drive partnerships in person, and support Canonical's field teams and expand the footprint with Dell customers

Required profile

• Proven experience as an Alliance Manager or Director
• Strong business acumen, strategic mindset and autonomous, hands-on approach
• Excellent interpersonal, verbal and written communication skills
• Comfortable in fast-paced, high-pressure environments with measurable goals
• Track record of managing cross-functional teams

Required skills

• Solid experience in Linux, virtualization, containers and other cloud technologies
• Deep understanding of the Linux and cloud software ecosystem

What we offer

• Compensation shaped by location, experience and performance, with an annual bonus or commission
• Distributed work with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Annual compensation review, recognition rewards and annual holiday leave
• Maternity and paternity leave, Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events