IBM Global Alliance Director at Canonical

Role overview

This job description has been rewritten in fresh language using the facts in the listing. Source credit and original listing details are available below.

Canonical is hiring an IBM Global Alliance Director to lead its IBM partnership worldwide. Reporting to the Head of IHV Alliances, you will work with IBM and Canonical teams across regions to strengthen executive relationships and align joint business objectives. The role is remote in AMER regions and involves international travel to advance the partnership in person.

You will set the alliance strategy, lead and develop a global team of Business Development Managers, and pursue growth through sell-to, sell-through, and sell-with business motions. The work also includes building IBM’s understanding of Canonical Ubuntu and open source, expanding Canonical’s footprint with IBM customers, and developing go-to-market plans for joint offerings.

You will oversee day-to-day alliance operations, including contract negotiations, performance tracking, and issue resolution, while coordinating with Canonical’s field teams to support and close opportunities. The position also contributes to joint thought leadership, such as publications and customer events.

Role at a glance: Lead Canonical’s global IBM alliance, team, partner strategy, and joint business growth from a remote role in AMER regions.

Responsibilities mentioned in the listing

• Set and own the global IBM alliance strategy and develop the partnership.
• Build strategic relationships and enable IBM teams to work effectively with Canonical.
• Grow joint sell-to, sell-through, and sell-with business motions and expand Canonical’s footprint with IBM customers.
• Increase IBM’s awareness of Canonical Ubuntu and its open source capabilities.
• Manage, develop, and grow a global team of Business Development Managers.
• Apply a strong understanding of the Linux and cloud software ecosystem.
• Meet targets and objectives and represent the partner’s perspective.

Qualifications stated in the listing

• Demonstrated experience as an Alliance Manager or Director.
• Solid knowledge of Linux, virtualization, containers, and other cloud technologies.
• Strong interpersonal skills and ability to build relationships with executives at all levels.
• Business acumen and strategic thinking focused on revenue growth and market expansion.
• Excellent verbal and written communication, including presenting complex ideas to varied audiences.
• Autonomous, disciplined, hands-on approach with a strong execution mindset.
• Passion for Canonical’s products and mission.
• Comfort working in fast-paced, high-pressure environments with measurable goals.