Dell Global Alliance Director
Level inferred from job title
Job description
The Global Alliances Director leads Canonical's Dell Technologies alliance globally, reporting to the Head of IHV Alliances, and manages a global team of Business Development Managers. The role develops and grows the partnership, drives joint go-to-market strategy and revenue growth, and is based remotely in AMER regions.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Remote · AMER regions
What you'll do
- Build and own the strategy and the development of the Alliance on a global level
- Expand strategic relationships and enable Dell teams on the partnership
- Grow business motions with Dell Technologies, across sell-to, sell-through and sell-with motions
- Grow Dell's awareness of open source capabilities on Canonical Ubuntu
- Manage, develop and grow a team of experienced business development managers
- Demonstrate a deep understanding of the Linux and cloud software ecosystem
- Deliver on targets, objectives and provide a voice of the partner
- Travel internationally - to drive partnerships in person
- Align and support internal canonical field teams - identify, support, grow, transact
- Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
- Develop and execute go-to-market strategies for joint offerings
- Oversee day-to-day management of the alliance including contract negotiations, performance tracking, and issue resolution
- Contribute to thought leadership initiatives, such as joint publications and joint customer events
What we're looking for
- Proven experience as an Alliance Manager/Director
- Solid experience in Linux, virtualization, containers, and other cloud technologies
- Excellent interpersonal skills and the ability to build strong relationships with executives at all levels
- Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion
- Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences
- Autonomous, disciplined, hands-on, get-it-done mentality
- Passionate about Canonical products and mission
- Comfortable in fast-paced and high pressure environments with measurable goals
- Team player with superior accountability and customer support skills
- Experience managing cross-functional teams and track record of operational excellence
Your team
Strategic partnerships team / IHV Alliances
The Dell Technologies alliance team, reporting to the Head of IHV Alliances
Benefits
- Distributed work environment with twice-yearly team sprints in person
- Personal learning and development budget of USD 2,000 per year
- Annual compensation review
- Recognition rewards
- Annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program & Wellness Platform
- Opportunity to travel to new locations to meet colleagues
- Priority Pass and travel upgrades for long-haul company events
- Performance-driven annual bonus or commission
Apply
About Canonical
A pioneering tech firm at the forefront of the global move to open source
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Its platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles.
Mission
Changing the world of software through open source, publishing Ubuntu as the platform for AI, IoT, and the cloud
Key facts
- 1200+ colleagues
- 2004
- Open source software and operating systems
- 1200+ colleagues in 75+ countries
- Very few office-based roles; most colleagues have worked from home since inception in 2004
- Teams meet two to four times yearly in person
- Founder-led, profitable, and growing
- Publishes Ubuntu
Partners & customers
What they value
- Excellence
- Diversity of experience, perspectives, and background
- Fair consideration