Dell Global Alliance Director

As the Dell Global Alliance Director at Canonical, your primary responsibilities include developing and executing a strategic plan for the Dell alliance, managing a global team of Business Development Managers, and cultivating relationships with senior executives at Dell. You'll be driving revenue growth, expanding awareness of Canonical Ubuntu within Dell, and overseeing joint business objectives. In addition, you're expected to engage in contract negotiations, monitor performance metrics, and contribute to thought leadership initiatives that strengthen the partnership.

The ideal candidate for the Dell Global Alliance Director role at Canonical should possess proven experience in alliance management, particularly in the Linux, cloud, or virtualization domains. Strong interpersonal skills for developing relationships with executives are essential, along with a strategic mindset aimed at driving business growth. Excellent communication skills and a hands-on approach are also crucial, as is the ability to thrive in fast-paced environments. A passion for open-source technology and Canonical's mission will set you apart.

A career as the Dell Global Alliance Director at Canonical opens doors to various avenues in strategic partnerships, business development, and executive leadership. As you excel in this role, there are opportunities to scale your influence within Canonical, taking on larger geographic territories or stepping into higher executive roles. Your experience will further enhance your understanding of the open-source landscape, positioning you for significant future endeavors within tech firms globally.

Canonical is dedicated to the growth of its team members, offering a personal learning and development budget of USD 2,000 annually for the Dell Global Alliance Director. Regular performance reviews ensure that exemplary work is recognized and rewarded, promoting continuous personal and professional growth. You'll also have the chance to participate in exciting team sprints and workshops, fostering valuable connections and new skills through collaboration.

In the Dell Global Alliance Director position at Canonical, you can anticipate some international travel to strengthen partnerships and engage with Dell teams. These trips are designed not only to facilitate in-person meetings but also to explore new opportunities and align strategies effectively. While the role is primarily home-based, these travel experiences will provide you with valuable networking opportunities and immerse you in industry developments.

When answering this question, highlight specific experiences where you successfully managed alliances or partnerships, detailing any strategies you implemented to foster collaboration and achieve desired outcomes. Be sure to point out metrics or achievements that demonstrate your effectiveness in alliance management.

Discuss your strategy for relationship building, emphasizing the importance of understanding stakeholders' needs and aligning them with your organization's goals. Provide examples of successful relationships you've built in previous roles, illustrating how they led to beneficial outcomes.

Outline your approach to marketing and education, such as organizing workshops, hosting joint webinars, and leveraging success stories. Highlight any relevant experiences where you've successfully raised awareness of a product or initiative among key stakeholders.

Detail a specific negotiation scenario where you faced obstacles, the tactics you employed to navigate these challenges, and the ultimate outcome. Showcase your negotiation skills and ability to remain focused on mutual benefits.

Emphasize your communication skills and methods for setting clear goals and expectations. Provide an example of how you’ve effectively coordinated with different departments to achieve a common objective, highlighting your leadership style.

Discuss specific trends relevant to Canonical and Dell, backing up your observations with current data or research. Your insights can demonstrate your extensive knowledge of the industry and your forward-thinking approach.

Share a specific example where your actions directly contributed to an increase in revenue. Use quantitative results if possible, and explain the steps you took to achieve that growth and how you measured success.

Highlight your adaptability and passion for technology as key motivators. Discuss how you thrive under pressure, providing examples where you've successfully met deadlines or navigated rapid changes in the workplace.

Discuss the importance of aligning objectives with overall business goals. Provide a framework you use for prioritization, illustrating it with examples of how you've successfully balanced multiple priorities in previous roles.

Express your admiration for Canonical’s mission and innovative approach to open-source technology. Convey your excitement about contributing to the partnership with Dell and how your skills and values align with the company’s goals.