Global Alliance Director – IBM Partnerships

About the role

Canonical is seeking a highly motivated and experienced Global Alliance Director to lead the IBM alliance team globally. Reporting to the Head of IHV Alliances, you will work closely with IBM and Canonical teams across all geographies to build strong executive relationships, align joint business objectives, and drive revenue growth.

Key responsibilities

• Build and own the global strategy and development of the IBM alliance.
• Expand strategic relationships and enable IBM teams on the partnership.
• Grow business motions with IBM across sell‑to, sell‑through and sell‑with models.
• Increase IBM’s awareness of open‑source capabilities on Ubuntu.
• Manage, develop and grow a team of Business Development Managers.
• Demonstrate deep understanding of the Linux and cloud software ecosystem.
• Deliver on targets, provide the partner’s voice, and track performance.
• Travel internationally to strengthen partnerships in person.
• Align and support internal Canonical field teams to identify and grow opportunities.
• Expand the existing IBM customer footprint and upsell to a broader portfolio.

Required profile

• Proven experience as an Alliance Manager or Director.
• Solid background in Linux, virtualization, containers, and cloud technologies.
• Excellent interpersonal skills with the ability to build relationships with senior executives.
• Strong business acumen and strategic mindset focused on revenue growth.
• Outstanding verbal and written communication for presenting complex ideas.
• Autonomous, disciplined, hands‑on, get‑it‑done mentality.
• Passionate about Canonical’s products and mission.
• Comfortable in fast‑paced, high‑pressure environments with measurable goals.
• Team player with superior accountability and customer support skills.
• Experience managing cross‑functional teams and delivering operational excellence.

Required skills

• Linux
• Virtualization
• Containers
• Cloud technologies
• Ubuntu

What we offer

• Performance‑driven annual bonus or commission.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation review and recognition rewards.
• Annual holiday leave, maternity and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Opportunity to travel to new locations and meet colleagues.
• Priority Pass and travel upgrades for long‑haul company events.
• Distributed work environment with twice‑yearly in‑person team sprints.