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CanonicalIBM Global Alliance Director
Canonical is looking for a Global Alliances Director to lead its IBM alliance team across all regions. It sits within the strategic partnerships group, reporting to…
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About This Role
Canonical is looking for a Global Alliances Director to lead its IBM alliance team across all regions. It sits within the strategic partnerships group, reporting to the IHV Alliances head. It is remote, based in the AMER regions, and collaborates with IBM and Canonical staff across all geographies to build relationships with senior executives and align on shared business goals. The director builds and owns the global alliance strategy and…
Job Description
Canonical is looking for a Global Alliances Director to lead its IBM alliance team across all regions. It sits within the strategic partnerships group, reporting to the IHV Alliances head. It is remote, based in the AMER regions, and collaborates with IBM and Canonical staff across all geographies to build relationships with senior executives and align on shared business goals.
The director builds and owns the global alliance strategy and development, grows business with IBM through direct, channel-led and co-selling routes, and drives revenue growth and market expansion. They lead a worldwide group of business development managers, guide them toward fresh opportunities, and design joint market-entry plans for shared offerings, and oversee the day-to-day running of the alliance, including contract negotiation, performance tracking and issue resolution. They also add to the thought leadership agenda through co-authored publications and shared customer events, and travel to meet partners in person.
The role also raises IBM's awareness of Canonical's open-source capabilities on Ubuntu, supports Canonical field teams to identify, grow and transact opportunities, and seeks to expand Canonical's footprint with IBM customers by selling a broader portfolio.
Responsibilities
- Build and own the global alliance strategy and development
- Broaden strategic ties and equip IBM colleagues to work the partnership
- Increase IBM business through direct, channel-led and co-selling routes
- Lead, build and expand a group of business development managers
- Deliver targets and objectives, and represent the partner's view
- Support internal Canonical field teams to identify and transact opportunities
- Expand the footprint with IBM customers through upselling
Requirements
- Track record as an alliances manager or director
- Solid experience with Linux, virtualisation, containers and other cloud technologies
- Strong people skills and a knack for forging ties with senior leaders at every level
- Commercial sharpness and a strategic outlook aimed at revenue expansion
- Excellent verbal and written communication, including presenting complex ideas to varied audiences
- An autonomous, disciplined and hands-on approach
- Thrives in quick-moving, demanding settings with clear targets
- Experience leading cross-functional groups with a record of strong operations
Qualifications
- Passion for Canonical's products and mission
- Team player with strong accountability and customer support skills
Core Skills
Benefits
- Home-based work plus in-person team sprints twice a year
- Yearly allowance of USD 2,000 toward training
- Yearly pay review and recognition awards
- Yearly holiday leave, plus maternity and paternity leave
- Employee Assistance Programme
- Chances to visit new places and meet coworkers
- Priority Pass access and travel upgrades on long-haul company trips
- Performance-based annual bonus
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Who does the role report to?
The role reports to the IHV Alliances head.
Where is the role based?
The role is remote and based in the AMER regions.
Does the job involve travel?
Yes, the posting says the role requires international travel to drive partnerships in person.
Sample Interview Questions
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