[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) # IBM Global Alliance Director AI Summary Canonical is hiring a senior global alliances leader to own and expand its strategic partnership with IBM. The role combines alliance strategy, executive relationship management, go-to-market development, revenue growth, contract negotiations, and operational oversight. The director will lead and develop a global team of Business Development Managers while coordinating with IBM and Canonical field teams across geographies. Success requires deep familiarity with Linux, cloud, virtualization, containers, and complex enterprise partnership motions. The position is remote across the Americas and includes international travel to advance strategic relationships.[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 TimeExperienceDirectorPublished10 Nov 2026Apply before10 Dec 2026Listing views31Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [Canonical](https://jobicy.com/company/canonical-ltd.md) 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 IBM alliance team globally. Reporting to the Head of IHV Alliances, the IBM Global Alliance Director will work closely with IBM 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 IBM Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with IBM, 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 IBM 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 IBM teams on the partnership * Grow business motions with IBM, across sell-to, sell-through and sell-with motions * Grow IBM’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 IBM 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/161100-ibm-global-alliance-director.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## 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-seniority, globally scoped alliance leadership role with commercial targets, executive stakeholders, and responsibility for a distributed team. It requires both strategic judgment and hands-on execution across technical, sales, and partner organizations. ## 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–$220k0$242.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay amount was disclosed. Estimated annual USD market compensation for a senior global technology-alliance director in the Americas is $150,000–$220,000, with an estimated midpoint of $180,000; variable bonus or commission may be additional. ## 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)[Revenue growth](https://jobicy.com/jobs?search_keywords=Revenue%20growth.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Team leadership](https://jobicy.com/jobs?search_keywords=Team%20leadership.md)[Cross-functional leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20leadership.md)[Sales enablement](https://jobicy.com/jobs?search_keywords=Sales%20enablement.md)[Performance management](https://jobicy.com/jobs?search_keywords=Performance%20management.md) Sample interview questionsHow would you build a global alliance strategy for IBM and Canonical?I would begin with a joint assessment of customer segments, solution priorities, current pipeline, and partner capabilities. I would translate this into a shared business plan with defined sell-to, sell-through, and sell-with motions, accountable owners, measurable targets, and a regular executive governance cadence. Describe how you would enable IBM sellers to position Canonical solutions effectively. I would create role-specific enablement around customer outcomes, core Ubuntu and open-source use cases, differentiation, qualification signals, and joint account plays. I would reinforce training with field-ready collateral, office hours, joint pipeline reviews, and recognition for teams that create repeatable wins. How do you manage competing priorities between a strategic partner and internal field teams? I make priorities transparent through a shared account and opportunity framework tied to revenue potential, strategic value, and execution readiness. Regular reviews, clear escalation paths, and agreed ownership help resolve conflicts while keeping the customer outcome and joint business plan central. What metrics would you use to evaluate the health of a strategic alliance? I would track sourced and influenced pipeline, bookings, win rate, deal velocity, active joint account plans, trained sellers, solution adoption, executive engagement, and partner satisfaction. I would combine these leading and lagging indicators to identify execution issues early. How would you lead a distributed team of experienced Business Development Managers? I would set clear regional and global objectives, define decision rights, and establish a predictable operating rhythm for coaching, pipeline inspection, and knowledge sharing. I would give leaders autonomy in execution while holding them accountable for measurable partner outcomes and collaborative behavior. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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