IBM Global Alliance Director

Job Description

Canonical is seeking a highly motivated Global Alliances Director to lead the IBM alliance team globally. This role involves developing and maintaining strong relationships with senior executives at IBM, fostering collaboration on joint business objectives. The ideal candidate will manage a global team of Business Development Managers, identify new business opportunities, and drive revenue growth and market expansion.Canonical is a leading provider of open source software, including Ubuntu, used in public cloud, data science, AI, and IoT. The company values distributed collaboration and offers opportunities for team members to meet in person several times a year.Responsibilities:

• 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
• 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

Requirements:

• 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.
• 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
• Team player with superior accountability and customer support skills
• Experience managing cross-functional teams and track record of operational excellence

What Canonical Offers:

• 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