Dell Global Alliance Director - Canonical

About the Role

Canonical is seeking a highly motivated and experienced Global Alliances Director to lead our Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, you will work across geographies to develop strong relationships with senior executives at Dell, fostering collaboration and alignment on joint business objectives.

Key Responsibilities

• Strategy & Growth: Build and own the global alliance strategy. Drive revenue growth and market expansion through sell-to, sell-through, and sell-with motions.
• Relationship Management: Expand strategic relationships and enable Dell teams on Canonical’s open-source capabilities and Ubuntu platform.
• Team Leadership: Manage, develop, and grow a global team of Business Development Managers.
• Operational Excellence: Oversee contract negotiations, performance tracking, and issue resolution.
• Go-to-Market: Develop and execute GTM strategies for joint offerings and contribute to thought leadership, including publications and customer events.
• Collaboration: Align and support internal Canonical field teams to identify and grow the footprint within Dell customers.

What We Are Looking For

• Proven experience as an Alliance Manager or Director.
• Deep understanding of the Linux, virtualization, container, and cloud software ecosystem.
• Excellent interpersonal skills with the ability to build relationships at the executive level.
• Strong business acumen and a strategic, "get-it-done" mindset.
• Ability to present complex ideas effectively to diverse audiences.
• Experience managing cross-functional teams.
• Willingness to travel internationally to drive partnerships in person.

What We Offer

• Distributed work environment with twice-yearly in-person team sprints.
• Annual compensation review and performance-driven bonus/commission.
• Personal learning and development budget of $2,000 USD per year.
• Comprehensive benefits including maternity/paternity leave, wellness platform, and team member assistance.
• Travel perks including Priority Pass and upgrades for long-haul company events.