Dell 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. The role will be responsible for leading the Dell Technologies alliance team globally, reporting to the Head of IHV Alliances. The Global Alliance Director will work closely with Dell 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 role will manage a global team of Business Development Managers, help them identify and pursue new business opportunities with Dell, drive revenue growth and market expansion, develop and execute go‑to‑market strategies for joint offerings, oversee day‑to‑day alliance management—including contract negotiations and performance tracking—and resolve issues. The Director will also contribute to thought‑leadership initiatives, such as joint publications and customer events.

Location:

This role will be based remotely in AMER regions.

• Build and own the strategy and the development of the Alliance on a global level
• Expand strategic relationships and enable Dell teams on the partnership
• Grow business motions with Dell Technologies across sell‑to, sell‑through and sell‑with motions
• Grow Dell'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 Dell customers with an aim to upsell to broader portfolio

• 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

• 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 are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.