Dell Global Alliance Director at Canonical

Americas

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Open SourceIndustries

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

LinuxVirtualizationContainersCloud TechnologiesAlliance ManagementBusiness DevelopmentStrategy DevelopmentExecutive Relationships

Questions & Answers

Common questions about this position

Is this role remote, and what are the location requirements?

This is a remote position specifically for AMER regions.

What is the salary for the Dell Global Alliance Director role?

This information is not specified in the job description.

What skills and experience are required for this position?

Candidates need proven experience as an Alliance Manager/Director, solid experience in Linux, virtualization, containers, and other cloud technologies, excellent interpersonal skills for building executive relationships, and strong business acumen.

What is the company culture like at Canonical?

Canonical pioneers global distributed collaboration with 1100+ colleagues in 75+ countries and very few office-based roles, with teams meeting in person two to four times yearly in interesting locations worldwide.

What does the team structure look like for this role?

The role reports to the Head of IHV Alliances and involves managing, developing, and growing a team of experienced business development managers.

Canonical

Provides enterprise support for Ubuntu OS

About Canonical

Canonical publishes Ubuntu, an open-source operating system, and offers various commercial services for it. Their products include extended security maintenance, kernel livepatch services, and enterprise support, which help businesses maintain secure and efficient infrastructure. Canonical partners with hardware and software vendors to certify that Ubuntu operates well on different devices, enhancing its reliability. The company generates revenue through subscription services, support contracts, and certification fees. Canonical stands out from competitors with its strong emphasis on security, data center automation, and developer experience, making Ubuntu a preferred choice for enterprises. The goal of Canonical is to provide comprehensive, secure, and customizable solutions for a diverse clientele, from individual developers to large organizations.

London, United KingdomHeadquarters

2004Year Founded

$9.6MTotal Funding

EARLY_VCCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Performance Bonus

Professional Development Budget

Paid Vacation

Parental Leave

Mental Health Support

Remote Work Options

Risks

Competition from other Linux distributions like Red Hat and SUSE is increasing.

Potential security vulnerabilities in new Ubuntu releases could affect user trust.

Rapid AI evolution may require Canonical to invest significantly to stay competitive.

Differentiation

Canonical is a leader in the enterprise open-source market with Ubuntu.

The company offers extended security maintenance and enterprise support for Ubuntu.

Canonical partners with hardware vendors to certify Ubuntu's compatibility and performance.

Upsides

Growing demand for edge computing boosts Canonical's partnerships, like with congatec.

RISC-V architecture expansion offers new opportunities for Ubuntu's market reach.

Hardware acceleration in web browsers enhances user experience with Canonical's Chromium snap.

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