IBM Global Alliance Director

Canonical

Remote

Full Time

Posted March 31, 2026

Not Specified

Remote

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Job Description

A strategic leadership role responsible for developing and managing Canonical's global alliance with IBM, focusing on building strong relationships, driving joint business growth, and expanding market presence in cloud, open source, and related technologies.

Key Responsibilities

Develop and execute the global alliance strategy with IBM
Build and maintain strong relationships with senior IBM executives
Manage and grow a team of Business Development Managers
Identify and pursue new business opportunities with IBM
Drive revenue growth and market expansion through the alliance
Develop and implement go-to-market strategies for joint offerings
Oversee alliance management, including contract negotiations and performance tracking
Contribute to thought leadership initiatives such as joint publications and events
Expand IBM's awareness of Canonical's open source capabilities
Support and align internal Canonical teams to grow the partnership
Drive partnership activities in person through international travel
Expand existing customer footprint with IBM to increase upselling opportunities

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 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 expand strategic relationships and enable IBM teams on the partnership.
Experience developing and executing 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.
Experience in expanding existing footprint with IBM customers with an aim to upsell to broader portfolio.