Dell Global Alliance Director
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
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Job Description
The role involves leading and developing strategic alliances globally, particularly with Dell Technologies, to drive revenue growth, market expansion, and collaboration in open source, Linux, and cloud technologies. It requires building strong executive relationships, managing cross-functional teams, and executing joint go-to-market strategies in a remote, fast-paced environment.
Key Responsibilities
- Develop and execute the global alliance strategy with Dell Technologies.
- Build and maintain strong relationships with senior executives at Dell and Canonical.
- Manage and grow a team of Business Development Managers to identify and pursue new business opportunities.
- Drive revenue growth and market expansion through joint go-to-market strategies.
- Oversee alliance management, including contract negotiations, performance tracking, and issue resolution.
- Expand strategic relationships and enable Dell teams on partnership initiatives.
- Increase Dell's awareness of open source capabilities on Canonical Ubuntu.
- Support internal teams to identify, grow, and transact with Dell customers.
- Deliver on partnership targets and objectives, including expanding existing footprints and upselling.
Requirements
- Proven experience as an Alliance Manager or Director, demonstrating the ability to build and manage strategic partnerships at a global level.
- 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 focused 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 working in fast-paced and high-pressure environments with measurable goals.
- Experience managing cross-functional teams and a track record of operational excellence.
- Ability to travel internationally to drive partnerships in person.
- Ability to build and develop a team of experienced Business Development Managers.
- Ability to develop and execute go-to-market strategies for joint offerings.
- Ability to oversee the day-to-day management of the alliance including contract negotiations and performance tracking.
- Ability to contribute to thought leadership initiatives, such as joint publications and joint customer events.
- Ability to expand existing footprint with Dell customers with an aim to upsell to a broader portfolio.
Benefits & Perks
Annual compensation review
Performance-driven annual bonus or commission
Distributed work environment with twice-yearly team sprints in person
Personal learning and development budget of USD 2,000 per year
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
Ready to Apply?
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