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Overview Canonical is a leading provider of open source software and operating systems. We are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the Dell Technologies alliance team globally. This role reports to the Head of IHV Alliances and will work closely with Dell and Canonical teams to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The Dell Global Alliance Director will manage and grow a global team of Business Development Managers, identify and pursue new business opportunities with Dell, drive revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee day-to-day alliance management including contract negotiations and performance tracking, and contribute to thought leadership initiatives such as joint publications and joint customer events. Location: remote in AMER regions. Responsibilities - Build and own the strategy and 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 a broader portfolio What we are looking for in you - 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 - 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 a track record of operational excellence What we offer - Distributed work environment with twice-yearly team sprints in person - Personal learning and development budget of USD 2,000 per year - Annual compensation review and performance-driven bonus or commission - Additional benefits aligned to our values and local needs About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are driving the open-source ecosystem across AI, IoT, and the cloud. We recruit on a global basis and maintain high standards for our team. Most colleagues have worked from home since our inception in 2004. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration. #J-18808-Ljbffr
