IBM Global Alliance Director - Canonical

About the Role

Canonical is seeking a highly motivated and experienced Global Alliances Director to lead our IBM alliance team. You will report to the Head of IHV Alliances and work closely with IBM and Canonical teams globally to develop and maintain strong relationships with senior executives, fostering collaboration and alignment on joint business objectives.

Key Responsibilities

• Strategy & Leadership: Build and own the global strategy for the IBM Alliance; manage, develop, and grow a team of experienced Business Development Managers.
• Business Growth: Drive revenue growth and market expansion through sell-to, sell-through, and sell-with motions.
• Relationship Management: Expand strategic relationships and enable IBM teams on the partnership; act as the voice of the partner.
• Go-to-Market: Develop and execute GTM strategies for joint offerings; oversee contract negotiations, performance tracking, and issue resolution.
• Ecosystem Expertise: Grow IBM's awareness of open-source capabilities on Canonical Ubuntu; demonstrate deep understanding of Linux, virtualization, and cloud software.
• Collaboration: Align and support internal Canonical field teams; contribute to thought leadership via joint publications and customer events.
• Travel: Engage in international travel to drive partnerships in person.

What We Are Looking For

• Proven experience as an Alliance Manager or Director.
• Solid experience in Linux, virtualization, containers, and cloud technologies.
• Excellent interpersonal skills with the ability to build relationships at the executive level.
• Strong business acumen and a strategic, hands-on, 'get-it-done' mentality.
• Excellent verbal and written communication skills.
• Ability to thrive in fast-paced, high-pressure environments.
• Track record of operational excellence and managing cross-functional teams.

What We Offer

• Distributed Environment: A remote-first culture with twice-yearly in-person team sprints in global locations.
• Compensation: Competitive base pay with performance-driven annual bonuses or commissions, reviewed annually.
• Development: Personal learning and development budget of $2,000 USD per year.
• Benefits: Recognition rewards, annual holiday leave, maternity/paternity leave, and a wellness platform.
• Travel: Priority Pass and travel upgrades for long-haul company events.