Remote opportunity at
CanonicalDell Global Alliance Director
Canonical is an open-source software and operating system provider recognized for publishing Ubuntu, a platform utilized in artificial intelligence, IoT, cloud computing, and enterprise environments. Operating…
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About This Role
Canonical is an open-source software and operating system provider recognized for publishing Ubuntu, a platform utilized in artificial intelligence, IoT, cloud computing, and enterprise environments. Operating largely as a distributed organization, the company employs over 1,200 individuals across more than 75 countries. Canonical is seeking a Dell Global Alliance Director to lead its Dell Technologies alliance team on a global scale. This remote position is based in the AMER region.…
Job Description
Canonical is an open-source software and operating system provider recognized for publishing Ubuntu, a platform utilized in artificial intelligence, IoT, cloud computing, and enterprise environments. Operating largely as a distributed organization, the company employs over 1,200 individuals across more than 75 countries. Canonical is seeking a Dell Global Alliance Director to lead its Dell Technologies alliance team on a global scale. This remote position is based in the AMER region.
The person in this role will report to the Head of IHV Alliances and collaborate closely with both Canonical and Dell teams. Responsibilities include building strategy, expanding strategic relationships, enabling Dell teams, and scaling business motions across sell-to, sell-through, and sell-with channels. The director will also oversee a global team of Business Development Managers, handle contract negotiations, manage day-to-day alliance operations, and engage in international travel.
This opportunity suits an experienced alliance leader with a strong background in cloud technologies, Linux, and cross-functional team management who thrives in high-pressure, fast-paced settings.
Responsibilities
- Lead the Dell Technologies alliance team globally and direct partnership strategy
- Build relationships with senior executives at strategic partner organizations
- Manage and grow a global team of Business Development Managers
- Drive revenue growth, market expansion, and go-to-market strategies for joint offerings
- Handle day-to-day alliance management, contract negotiations, performance tracking, and issue resolution
- Contribute to thought leadership activities including joint publications and customer events
- Travel internationally to advance partnerships in person
- Support internal Canonical field teams to identify, grow, and transact business
- Expand the existing footprint with Dell customers to upsell broader portfolios
Requirements
- Proven experience working as an Alliance Manager or Director
- Solid experience in Linux, containers, virtualization, and other cloud technologies
- Strong business acumen and strategic mindset focused on revenue growth
- Autonomous, disciplined, and hands-on approach
- Experience managing cross-functional teams
Core Skills
Benefits
- Performance-driven annual bonus or commission
- Annual compensation reviews
- Recognition rewards
- Annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program and Wellness Platform
- Personal learning and development budget of USD 2,000 per year
- Distributed work environment with twice-yearly in-person team sprints
- Priority Pass and travel upgrades for long-haul company events
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this a remote position?
Yes, this role is based remotely in the AMER regions.
What travel is required for this role?
The position entails international travel to drive partnerships in person, as well as attending team sprints twice a year in various locations.
What experience is required for the Dell Global Alliance Director?
Candidates must have proven experience as an Alliance Manager or Director, solid expertise in Linux, virtualization, containers, and cloud technologies, and a track record of managing cross-functional teams.
What is the salary for this position?
The specific salary is not stated in the job posting, though compensation is shaped by geographical location, experience, and performance, and includes a performance-driven annual bonus or commission.
Sample Interview Questions
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