Job Description
The role involves leading and managing Canonical's global alliance with IBM, developing strategic partnerships, driving joint business initiatives, and expanding market presence in cloud and open source technologies, all while managing a team of business development managers in a remote, fast-paced environment.
Responsibilities
- •Develop and execute the global strategy for the IBM alliance
- •Build and maintain strong relationships with senior IBM executives and partners
- •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 IBM teams on partnership initiatives
- •Increase IBM's awareness of Canonical's open source capabilities and products
- •Support internal teams to identify, grow, and transact with IBM customers
- •Travel internationally to foster and develop partnerships in person
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, and a 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 customer events.
- •Ability to expand existing footprint with IBM customers with an aim to upsell to a broader portfolio.
Benefits
- •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
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