IBM Global Alliance Director

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very 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.

• 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 we offer colleaguesWe 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-dr...