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Job Description
The role involves leading and managing strategic global alliances, particularly with IBM, to develop partnerships, drive revenue growth, and expand market presence for Canonical's open source software and Ubuntu platform. It requires building strong relationships, developing joint strategies, and overseeing cross-functional teams in a remote, fast-paced environment.
Key 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 operations, including contract negotiations, performance tracking, and issue resolution
- Expand strategic relationships and enable IBM teams on partnership initiatives
- Increase IBM's awareness of open source capabilities related to Canonical Ubuntu
- Support internal teams to identify, grow, and transact with IBM customers
- Represent the alliance in international travel to foster partnerships and collaboration
Requirements
- Proven experience as an Alliance Manager or Director, demonstrating the ability to lead 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.
- 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.
- Deep understanding of the Linux and cloud software ecosystem.
- Experience expanding strategic relationships and enabling teams on partnership growth.
- Experience growing business motions with partners across sell-to, sell-through, and sell-with models.
- Ability to expand existing footprint with customers and upsell to broader portfolios.
- Excellent communication skills to effectively present complex ideas and collaborate with internal and external stakeholders.
Benefits & Perks
Annual performance-driven bonus or commission
Distributed work environment with twice-yearly in-person team sprints
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
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