Job Title

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world''''s leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder-led, profitable, and growing. We are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the IBM alliance team globally. Reporting to the Head of IHV Alliances, the IBM Global Alliance Director will work closely with IBM and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The IBM Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with IBM, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The IBM Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events. Location: This role will be based remotely in AMER regions. The role entails Build and own the strategy and the development of the Alliance on a global level Expand strategic relationships and enable IBM teams on the partnership Grow business motions with IBM, across sell-to, sell-through and sell-with motions Grow IBM''''s awareness of open source capabilities on Canonical Ubuntu Manage, develop and grow a team of experienced business development managers Demonstrate a deep understanding of the Linux and cloud software ecosystem Deliver on targets, objectives and provide a voice of the partner Travel internationally - to drive partnerships in person Align and support internal canonical field teams - identify, support, grow, transact Expand existing footprint with IBM customers with an aim to upsell to broader portfolio What we are looking for in you Proven experience as an Alliance Manager/Director 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, with a focus 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. Passionate about Canonical products and mission Comfortable in fast-paced and high pressure environments with measurable goals Team player with superior accountability and customer support skills Experience managing cross-functional teams and track record of operational excellence What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person 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 About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004. Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We require all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vaccinations. Are you willing and able to commit to this? Describe your experience working with IHVs in the enterprise server, PC, and IoT device markets. Please highlight any specific experience you have working with IBM. * Describe your experience with alliance business development * Describe your experience working with Linux or enterprise software * How did you perform in mathematics at high school? * Select... How did you perform in your native language at high school? * Select... Please share your rationale or evidence for the high school performance selections above. Make reference to provincial, state or nation-wide scoring systems, rankings, or recognition awards, or to competitive or selective college entrance results such as SAT or ACT scores, JAMB, matriculation results, IB results etc. We recognise every system is different but we will ask you to justify your selections above. * What was your bachelor''''s university degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result e.g. 1 out of 100, :1 (Grading system: first class, 2:1, 2:2, third class) or 0 score of 3.8/4.0 (predicted). We have hired outstanding individuals who did not attend or complete university. If this describes you, please continue with your application and enter oodegree. Universities around the world score degrees in different ways. Please indicate your result, or expected result if you are close to graduation, along with information about the grading system. We require all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vaccinations. Are you willing and able to commit to this? * Please note that if you require any accommodation for travel that relates to a physical disability, do let us know during your hiring process and we will be happy to discuss your requirements further. In the past ten years, looking only at the time since you graduated your first undergraduate degree, how many companies have you worked for? * We''''re focused specifically on the last ten years, and only the portion of that since you left undergrad university. If you graduated three years ago, just count the number of companies you have worked for in those three years. If you graduated 25 years ago, just count the companies in the last ten years. If you worked for a company which was acquired or renamed, then please count that as one company not two. Don''''t count any university jobs or internships. If you have your own company or do private contracting work in addition to your employment, please count that as one company. What was your bachelor''''s degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result. Website LinkedIn Profile In which country do you currently work? * Please select your current location from the dropdown. Please confirm that you have read and agree to Canonical''''s Recruitment Privacy Notice and Privacy Policy. * This information is being requested to help us maintain equal opportunities, best practices and comply with legal requirements. The submission of this information is entirely voluntary. The information you provide will not be used in our decision making and will not subject you to any adverse treatment. #J-18808-Ljbffr