Dell Global Alliance Director

Canonical; Brasil; Presencial; BRL 620 475 - 930 713; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Personal learning and development budget of USD 2,000 per year

Annual compensation review

Recognition rewards

Maternity and paternity leave

Team Member Assistance Program & Wellness Platform

Resumo da oferta

Canonical is seeking a highly motivated Global Alliances Director to join our team, mainly focused on leading the Dell Technologies alliance. This role involves managing a global team and fostering relationships with strategic partners to drive revenue growth.

The ideal candidate will have proven experience in alliance management, understanding of Linux and cloud technologies, and excellent interpersonal skills. Benefits include a distributed work environment, a personal learning budget, and performance-based bonuses.

Qualificações

• Proven experience as an Alliance Manager or Director.
• Solid experience in Linux, virtualization, containers, and other cloud technologies.
• Excellent interpersonal skills and ability to build strong relationships with executives.

Responsabilidades

• Lead the Dell Technologies alliance team globally.
• Manage and grow a global team of Business Development Managers.
• Identify and pursue new business opportunities with Dell.

Conhecimentos

Alliance Management

Linux

Cloud Technologies

Interpersonal Skills

Strategic Mindset

Descrição da oferta de emprego

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with over 1,200 colleagues in more than 75 countries and very few office‑based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

We are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team. The director will lead the Dell Technologies alliance team globally, reporting to the Head of IHV Alliances, and will work closely with Dell and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The role involves managing and growing a global team of Business Development Managers, identifying and pursuing new business opportunities with Dell, driving revenue growth and market expansion, developing and executing go‑to‑market strategies for joint offerings, overseeing day‑to‑day alliance management including contract negotiations and performance tracking, and issuing resolution. The director will also contribute to thought‑leadership initiatives, such as joint publications and joint customer events.

Location: This role will be based remotely in AMER regions.

The role entails

• Build and own the strategy and the development of the Alliance at 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 and 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.

What we are looking for in you

• Proven experience as an Alliance Manager or 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 a track record of operational excellence.

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance‑driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• 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.

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open‑source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

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.