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CanonicalDell Global Alliance Director
Canonical is looking for a global alliances director to lead its Dell Technologies partnership team around the world. The job is remote, based in the AMER…
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About This Role
Canonical is looking for a global alliances director to lead its Dell Technologies partnership team around the world. The job is remote, based in the AMER regions, and the director reports to the leader of IHV Alliances. The director works with Dell and Canonical colleagues in each region to build and maintain relationships with top leaders at partner companies. The director sets and carries out the long-term strategy for the…
Job Description
Canonical is looking for a global alliances director to lead its Dell Technologies partnership team around the world. The job is remote, based in the AMER regions, and the director reports to the leader of IHV Alliances. The director works with Dell and Canonical colleagues in each region to build and maintain relationships with top leaders at partner companies.
The director sets and carries out the long-term strategy for the Dell alliance, looking to grow business across direct sales, channel sales and co-selling. Responsibilities include growing Dell's understanding of Canonical's open source capabilities on Ubuntu, building go-to-market plans for joint offerings, and running the alliance day to day, including contract talks, performance tracking and resolving issues. The director manages and develops a worldwide group of business development managers, encourages them to chase new opportunities, and contributes to joint publications and customer events.
The listing calls for an experienced alliance manager or director with solid knowledge of Linux, virtualisation, containers and cloud technology. The role requires strong business judgement, a strategic outlook focused on revenue and market growth, and an ability to build trust with executives at every level. Presenting complex material clearly to varied audiences, supporting internal field teams, travelling internationally to meet partners and leading cross-functional teams in fast-paced settings with measurable targets are all part of the work.
Responsibilities
- Own the global strategy for the Dell alliance and its long-term development
- Expand Dell's business through direct, channel and co-selling approaches
- Increase Dell's awareness of Canonical's open source offering on Ubuntu
- Lead and grow a worldwide team of business development managers
- Build joint market-entry plans for shared offerings
- Handle contract negotiations, performance tracking and issue resolution
- Support Canonical's field teams in spotting, supporting and closing opportunities
Requirements
- Demonstrated background as an alliance manager or alliance director
- Solid knowledge of Linux, virtualisation, containers and cloud technology
- Strong interpersonal skills and capacity to build trust with executives
- Business judgement and a strategic outlook aimed at revenue growth
- Clear speaking and writing, including presenting complex material to varied audiences
- Self-directed, hands-on and results-driven
- Readiness to travel internationally to meet partners in person
Qualifications
- Thrives in quick-moving settings where results are measured against clear targets
- Passion for Canonical's products and mission
- Customer-support mindset and strong team-player instincts
Core Skills
Benefits
- Remote working with two in-person team gatherings a year
- Annual learning allowance of USD 2,000
- Yearly pay review and recognition awards
- Holiday leave each year, plus maternity and paternity leave
- Employee assistance and wellness programme
- Chances to visit new locations and meet colleagues, plus Priority Pass lounge access
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the role remote?
Yes. The role is based remotely in the AMER regions and requires international travel to meet partners in person.
Who does the role report to?
The Global Alliances Director reports to the leader of IHV Alliances.
What salary does the role offer?
The posting does not state a salary. It says base pay depends on location, experience and performance, and that performance-driven bonuses or commissions are offered.
Sample Interview Questions
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