Dell Global Alliance Director - Remote

Overview

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 1100+ 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.

In Short

• 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

Requirements

• 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

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
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events