[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Dell Global Alliance Director Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md), [Canada](https://jobicy.com/job-region/canada.md), [LATAM](https://jobicy.com/job-region/latam.md)SalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished24 Oct 2026Apply before23 Nov 2026Listing views38Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Canonical is seeking a senior global alliances leader to own and expand its strategic partnership with Dell Technologies. The director will define alliance strategy, lead a global team of business development managers, and build executive relationships across Canonical and Dell. Core responsibilities include joint go-to-market execution, revenue growth, partner enablement, contract negotiations, operational oversight, and issue resolution. The role requires deep knowledge of Linux, cloud, virtualization, containers, and enterprise technology ecosystems, with international travel for partnership development. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes leadership role involving a global strategic partner, revenue accountability, executive stakeholder management, and management of an experienced distributed team. Success requires both commercial judgment and credible technical understanding of enterprise cloud and open-source ecosystems. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$180,000US market range (per year)$150k–$230k0$253.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary range is disclosed. The yearly cadence and USD market estimate are inferred from the senior full-time global alliance director scope and the Americas hiring region; this is an AI estimate, not employer-confirmed compensation. ## Core skills Skills and capabilities most closely associated with this opportunity. [Strategic alliances](https://jobicy.com/jobs?search_keywords=Strategic%20alliances.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Partner management](https://jobicy.com/jobs?search_keywords=Partner%20management.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Executive relationship management](https://jobicy.com/jobs?search_keywords=Executive%20relationship%20management.md)[Cloud computing](https://jobicy.com/jobs?search_keywords=Cloud%20computing.md)[Linux](https://jobicy.com/jobs?search_keywords=Linux.md)[Virtualization](https://jobicy.com/jobs?search_keywords=Virtualization.md)[Containers](https://jobicy.com/jobs?search_keywords=Containers.md)[Team leadership](https://jobicy.com/jobs?search_keywords=Team%20leadership.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Revenue growth](https://jobicy.com/jobs?search_keywords=Revenue%20growth.md)[Cross-functional leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20leadership.md) Sample interview questionsHow would you develop a global alliance strategy for Canonical and Dell Technologies?I would begin with a joint assessment of market segments, existing revenue motions, customer overlap, technical integrations, and regional performance. I would then establish a shared business plan with prioritized solutions, measurable pipeline and revenue targets, executive sponsors, enablement milestones, and a regular operating cadence. The strategy would be reviewed quarterly and adjusted based on partner feedback, conversion data, and market opportunities. Describe how you would enable Dell sales teams to position Canonical solutions effectively. I would create role-specific enablement that connects Ubuntu and Canonical capabilities to Dell customer outcomes, including cloud modernization, AI, edge, security, and infrastructure efficiency. This would include concise playbooks, customer use cases, qualification guidance, technical resources, and joint account-planning sessions. I would track adoption through trained sellers, sourced opportunities, influenced pipeline, and win rates. How do you handle conflict or slow execution between strategic partners? I first separate the underlying business issue from the relationship dynamic and ensure both sides agree on facts, ownership, and desired outcomes. I establish a documented action plan with clear deadlines and escalate through agreed governance only when necessary. Maintaining transparency, executive alignment, and a focus on customer impact helps resolve issues without damaging long-term trust. What metrics would you use to evaluate the health of the Dell alliance? I would measure influenced and sourced pipeline, bookings or revenue, win rate, average sales-cycle duration, joint solution adoption, seller enablement completion, active account plans, and partner satisfaction. I would also monitor operational indicators such as escalation resolution time, forecast accuracy, and progress against joint go-to-market commitments. Metrics should be visible in a shared operating dashboard and connected to accountable owners. How would your Linux and cloud ecosystem knowledge influence alliance decisions? Technical fluency enables me to identify commercially viable joint offerings rather than relying only on high-level partner messaging. I would evaluate where Ubuntu, Kubernetes, virtualization, containers, and cloud infrastructure capabilities create differentiated value with Dell platforms. This understanding also helps me communicate credibly with product, engineering, field, and executive stakeholders. Opportunity details ## About this role. 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 Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, the Dell 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 Dell Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with Dell, 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 Dell 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 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 ### 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 colleagues We 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-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. * 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/156800-dell-global-alliance-director.md) > Annual salary information is not provided for this position. 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