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 seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, the Dell Global Alliance Director will work closely with Dell and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The Dell Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with Dell, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The Dell Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events.
Location: This role will be based remotely in AMER regions.
The role entails
1. Build and own the strategy and the development of the Alliance on a global level
2. Expand strategic relationships and enable Dell teams on the partnership
3. Grow business motions with Dell Technologies, across sell-to, sell-through and sell-with motions
4. Grow Dell’s awareness of open source capabilities on Canonical Ubuntu
5. Manage, develop and grow a team of experienced business development managers
6. Demonstrate a deep understanding of the Linux and cloud software ecosystem
7. Deliver on targets, objectives and provide a voice of the partner
8. Travel internationally - to drive partnerships in person
9. Align and support internal canonical field teams - identify, support, grow, transact
10. Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
What we are looking for in you
11. Proven experience as an Alliance Manager/Director
12. Solid experience in Linux, virtualization, containers, and other cloud technologies
13. Excellent interpersonal skills and the ability to build strong relationships with executives at all levels.
14. Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion.
15. Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences.
16. Autonomous, disciplined, hands-on, get-it-done mentality
17. Passionate about Canonical products and mission
18. Comfortable in fast-paced and high pressure environments with measurable goals
19. Team player with superior accountability and customer support skills
20. Experience managing cross-functional teams and track record of operational excellence
What we offer colleagues
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.
21. Distributed work environment with twice-yearly team sprints in person
22. Personal learning and development budget of USD 2, per year
23. Annual compensation review
24. Recognition rewards
25. Annual holiday leave
26. Maternity and paternity leave
27. Team Member Assistance Program & Wellness Platform
28. Opportunity to travel to new locations to meet colleagues
29. Priority Pass and travel upgrades for long-haul company events