About this role
About the Role Canonical is seeking a Global Alliances Director to lead the Dell Technologies alliance globally within the strategic partnerships team. You will work with Dell and Canonical teams across geographies to develop and maintain relationships with senior executives, fostering collaboration and alignment on joint objectives. The role also involves managing a global team of Business Development Managers, driving joint revenue growth, and overseeing day-to-day alliance operations including contracts and performance tracking. You will contribute to thought leadership initiatives such as joint publications and customer events.
What You'll Do
- Build and own the strategy and development of the Dell Alliance at a global level.
- Expand strategic relationships and enable Dell teams on the partnership.
- Grow business motions with Dell across sell-to, sell-through and sell-with motions.
- Increase Dell’s awareness of open source capabilities on Canonical Ubuntu.
- Manage, develop and grow a team of experienced Business Development Managers.
- Deliver on targets and provide the 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'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.