Global Alliances Director – IBM

About the role

Canonical is seeking a Global Alliances Director to lead its IBM alliance team globally, reporting to the Head of IHV Alliances. The role works closely with IBM and Canonical teams across all geographies to build strong relationships with senior executives at partner organizations and to drive joint business objectives. It is based remotely in the Americas region.

Key responsibilities

• Build and own the global alliance strategy and expand strategic relationships with IBM teams
• Grow business motions with IBM across sell-to, sell-through and sell-with approaches
• Help IBM understand open source capabilities on Canonical Ubuntu
• Manage and grow a team of business development managers, and develop go-to-market strategies for joint offerings
• Oversee day-to-day alliance management, including contract negotiations, 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 field teams
• Expand the alliance footprint with IBM customers, aiming to upsell to a broader portfolio

Required profile

• Proven experience as an Alliance Manager or Director
• Strong business acumen and strategic mindset focused on revenue growth and market expansion
• Excellent interpersonal, verbal and written communication skills
• Autonomous, disciplined and hands-on, comfortable in fast-paced, high-pressure environments
• Track record of managing cross-functional teams and delivering operational excellence

Required skills

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

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year and annual compensation review
• Performance-driven annual bonus or commission, 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