Alliances & Channels Leader
Alliances & Channels Leader
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 have new senior leadership opportunities in our Global Alliances and Channels organisations, to lead business development and partnership with some of the most important actors in the global technology sector. As the publisher of Ubuntu and a leading provider of open source to major technology firms globally, Canonical works across a broad partner ecosystem that includes global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds and other strategic technology brands.
These partners shape the platforms, solutions, marketplaces, hardware and delivery motions through which enterprises adopt open source at scale. We are looking for exceptional partner leaders who can build durable, mutually valuable relationships, develop joint solutions, drive global go-to-market programmes, and convert partner potential into measurable customer impact, revenue growth and market expansion for Canonical.
Opportunities are available for both people leaders and senior individual contributors. In these roles, you will lead, build or scale one or more strategic partner motions for Canonical, either by managing a team or by directly driving high-impact partner initiatives. You will work closely with partners throughout their sales, product, delivery and executive planning cycles to make Canonical their trusted partner for enterprise open source solutions. Depending on your experience and Canonical’s business priorities, your focus may include Channels, GSI, ISV, IHV/OEM, Silicon, Cloud or cross-ecosystem partnerships.
Our Alliances and Channels teams build trusted relationships with partners at executive level, increase Canonical market share and attach rate, evangelise the partnership, and lead business interactions from engineers to CxO level. This role will own strategy, sell-to, sell-through and sell-with motions across assigned partners or sectors, as well as promotion of partner-related activities, from campaigns, enablement and executive engagement, to strategic opportunities and partner events.
Location: These are globally remote positions.
The role entails
- Own and drive partner strategy, forecast, bookings and revenues for Canonical across one or more indirect routes to market
- Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact
- Build strategic relationships with global and regional partners at executive levels
- Design and execute joint go-to-market plans with partners, sales, product management, product marketing and engineering teams
- Develop partner capability through sales engagement, technical enablement, joint marketing and disciplined business planning
- Guide our offering from product management, to product marketing, and scale it through the support of our global sales organisation
- Establish operating cadence, pipeline governance and data-driven accountability across complex partner relationships
What we are looking for in you:
- 10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles
- Experience in one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances
- Deep commercial experience encompassing revenue, margins, pipeline, forecasting and partner economics
- Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level
- Ability to build trusted executive relationships while aligning product, sales, marketing, engineering and operations teams
- Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonical’s competition and opportunities
- Track record of data-driven decision-making and disciplined execution across complex, global relationships
- An autonomous, disciplined, hands-on, get-it-done mentality
- An exceptional academic track record from high school and university.
- Business level written and spoken English.
- Sincere personal motivation aligned with our mission.
- International travel 2-4 times a year for company events up to two weeks long.
In addition we expect that you will match our values, by being:
- Precise, taking care to deliver correctness and clarity.
- Reliable, delivering high quality work that builds trust and confidence.
- Accessible, collaborating to build products and systems that are usable.
- Adroit, blending enthusiasm, knowledge, adaptability, style and character.
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.
Skills
As published by greenhouse · 19 questions · 7 written answers
Basics
First Name, Last Name, Email, Phone, Resume/CV, Location
Short answers (2)
- Website optional
- LinkedIn Profile
Pick from a list (10)
- How did you perform in mathematics at high school?
- How did you perform in your native language at high school?
- We require all colleagues to meet in person 2-4 times a year, at internal company events lasting between 1-2 weeks. We try to pick new and interesting locations that will likely require international travel and entry requirement visas and vaccinations. Are you willing and able to commit to this?
- In the past ten years, looking only at the time since you graduated your first undergraduate degree, how many companies have you worked for?
- During this application process I agree to use only my own words. I understand that plagiarism, the use of AI or other generated content will disqualify my application.
- In which country do you currently work?
- Please confirm that you have read and agree to Canonical's Recruitment Privacy Notice and Privacy Policy.
- Which gender do you identify as?
- Please indicate your nationality:
- Please indicate your race or ethnicity:
Written answers (7)
- Please briefly describe the partner ecosystems (for example GSIs, SIs, ISVs, IHVs, Cloud, Silicon, VARs and Distributors) in which you have the most relevant experience, and explain where you believe your strongest fit is for this role.
- Please describe the most senior alliance, channel or partner relationships you have personally developed and grown, including the types of stakeholders, functions and geographies involved.
- Please describe the scale of revenue or bookings outcomes you have been responsible for delivering through partners in a typical year. Include the partner type, your role, the scope of responsibility, and the results achieved.
- What type of role best aligns with your strengths and allows you to create the most impact: commercial partner growth, route-to-market scale, strategic alliance development, or technical and solution alliances? Please explain where you are strongest, the types of stakeholders you typically work with, and the outcomes you are best at driving.
- Why are you interested in Canonical, and what specifically motivates you about helping scale enterprise adoption of open source technologies through partners?
- Please share your rationale or evidence for the high school performance selections above. Make reference to provincial, state or nation-wide scoring systems, rankings, or recognition awards, or to competitive or selective college entrance results such as SAT or ACT scores, JAMB, matriculation results, IB results etc. We recognise every system is different but we will ask you to justify your selections above.
- What was your bachelor's university degree result, or expected result if you have not yet graduated? Please include the grading system to help us understand your result e.g. ‘85 out of 100’, ‘2:1 (Grading system: first class, 2:1, 2:2, third class)’ or ‘GPA score of 3.8/4.0 (predicted)’. We have hired outstanding individuals who did not attend or complete university. If this describes you, please continue with your application and enter ‘no degree’.