Dell Global Alliance Director

Canonical

Remote

Full Time

Posted March 31, 2026

Not Specified

Remote

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Job Description

The role involves leading and developing strategic alliances with Dell Technologies globally, managing relationships, driving joint business initiatives, and expanding market presence for Canonical's open source solutions, primarily Ubuntu, in cloud, AI, IoT, and enterprise sectors.

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 international travel to foster relationships.

Requirements

Proven experience as an Alliance Manager or Director with a track record of managing strategic partnerships, specifically with experience in building and maintaining relationships with senior executives at partner organizations.
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.
Experience managing cross-functional teams and a track record of operational excellence.
Ability to build and develop a global team of Business Development Managers.
Ability to develop and execute go-to-market strategies for joint offerings.
Experience in managing and growing a global alliance, including contract negotiations, performance tracking, and issue resolution.
Willingness and ability to travel internationally to drive partnerships in person.
Ability to align and support internal Canonical field teams to identify, support, grow, and transact with partners.
Experience expanding existing footprints with customers to upsell and broaden product portfolios.