Dell Global Alliance Director

Canonical Ltd.; Santiago; Remote; CLP 176,644,000 - 235,525,000; Full time

Benefits offered by this job

Twice-yearly team sprints in person

Learning budget USD 2,000 per year

Annual compensation review

Travel opportunities for company-wide?

Wellness Platform

Job summary

Canonical Ltd. is seeking a highly motivated Global Alliances Director to lead the Dell Technologies alliance globally.

The role involves building strategy, growing a global team of Business Development Managers, and partnering with Dell to drive joint revenue and market expansion. The role is remote and AMER-focused, with international travel and cross-functional collaboration across Canonical and Dell teams.

Qualifications

• Proven experience leading high-level alliances
• Strong knowledge of Linux, virtualization, containers and cloud tech
• Excellent interpersonal skills with executives
• Strategic mindset focused on revenue growth and market expansion
• Effective written/verbal communication and presentation abilities
• Autonomous, disciplined and hands-on approach
• Passion for Canonical products and mission
• Ability to operate in fast-paced, high-pressure environments with clear goals
• Team player with accountability and customer support
• Experience managing cross-functional teams and driving operational excellence

Responsibilities

• Build and own global alliance strategy and development
• Expand strategic relationships and enable internal Dell partnerships
• Grow Dell-related business motions (sell-to/sell-through/sell-with)
• Raise Dell awareness of Canonical Ubuntu capabilities
• Lead and grow a team of business development managers
• Demonstrate deep understanding of Linux and cloud software ecosystems
• Deliver on targets and align with partner needs
• Travel internationally to drive partnerships in person
• Support Canonical field teams and expand footprint with Dell customers

Skills

Alliance management

Linux

Virtualization

Containers

Cloud technologies

Executive relationships

Strategic mindset

Verbal and written communication

Autonomous working

Cross-functional leadership

Tools

Ubuntu/Linux ecosystem

Contract negotiations

Job description

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 1200+ colleagues in 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.

The company is founder-led, profitable, and growing.

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. Reporting to the Head of IHV Alliances, the Dell Global Alliance Director 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 Dell Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with Dell, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The Dell Global Alliance 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 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

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 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

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.