Alliances & Channels Leader

Location: Home Based - Americas; Home based - EMEA; Home based - Worldwide (Globally remote positions) 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 (Global System Integrators), ISV (Independent Software Vendors), IHV/OEM (Independent Hardware Vendors/Original Equipment Manufacturers), 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 executive engagement to strategic opportunities partner events.

The role entails

Own and drive partner strategy forecast bookings revenues for Canonical across one or more indirect routes to market
Lead evolve a team or strategic partner portfolio towards accelerated revenue growth market impact
Build strategic relationships with global regional partners at executive levels
Design execute joint go-to-market plans with partners sales product management product marketing engineering teams
Develop partner capability through sales engagement technical enablement joint marketing disciplined business planning
Guide our offering from product management to product marketing scale it through support of our global sales organisation
Establish operating cadence pipeline governance data-driven accountability across complex partner relationships

What we are looking for in you:

10+ years of experience in alliance channel partner ecosystem indirect sales management roles
Experience in one or more of GSIs Global System Integrators VARs Value Added Resellers distributors ISVs Independent Software Vendors IHVs/OEMs Independent Hardware Vendors Original Equipment Manufacturers silicon companies public cloud marketplaces or strategic technology alliances
Deep commercial experience encompassing revenue management margins pipeline forecasting partner economics
Proven leadership presentation skills with ability engage confidently from engineer to CxO level
Ability build trusted executive relationships while aligning product sales marketing engineering operations teams
Insight into open source Ubuntu enterprise infrastructure cloud AI security Canonical’s competition opportunities
Track record data-driven decision-making disciplined execution across complex global relationships
Autonomous disciplined hands-on get-it-done mentality
Exceptional academic track record from high school university
Business level written spoken English
Sincere personal motivation aligned with our mission
International travel 2–4 times a year for company events up to two weeks long

Values expected:

Precise delivering correctness clarity
Reliable delivering high quality work building trust confidence
Accessible collaborating build usable products systems
Adroit blending enthusiasm knowledge adaptability style character

What we offer colleagues

We consider geographical location experience performance shaping compensation worldwide We revisit compensation annually more often graduates associates ensure recognition outstanding performance In addition base pay offer performance-driven annual bonus commission We provide all team members additional benefits reflecting values ideals balancing programs meet local needs ensuring fairness globally Benefits include:

Distributed work environment twice-yearly team sprints person
Personal learning development budget USD 2 000 per year
Annual compensation review
Recognition rewards
Annual holiday leave
Maternity paternity leave
Team Member Assistance Program Wellness Platform
Opportunity travel new locations meet colleagues
Priority Pass travel upgrades long-haul company events

About Canonical

Canonical pioneering tech firm forefront global move open source As publisher Ubuntu one most important open-source projects platform AI IoT cloud changing world software We recruit globally setting very high standard people joining company expecting excellence success requires best what do Most colleagues worked home since inception 2004 Working here challenges think differently work smarter learn new skills raise game.

Employment type

Not explicitly mentioned but role senior leadership position implying full-time employment.

Remote work allowance

Role explicitly described "globally remote positions" indicating allowance remote work.

Experience level hints

senior leadership role requiring 10+ years experience suitable senior-level professionals.

Skills mentioned Technical / Industry Knowledge: - Open source software - Ubuntu platform - Public cloud - Data science - AI Artificial Intelligence - Engineering innovation - IoT Internet of Things - Enterprise infrastructure - Cloud computing - Security Business / Sales / Partner Management Skills: - Alliance channel partner ecosystem indirect sales management - Revenue management including forecasting pipeline margins economics - Leadership skills including presentation skills engaging engineers through CxO level executives - Building trusted executive relationships aligning cross-functional teams product sales marketing engineering operations - Data-driven decision-making discipline execution across complex global relationships Soft Skills: - Autonomous disciplined hands-on mentality get-it-done - Precise attention detail delivering correctness clarity - Reliability building trust confidence quality work - Accessibility collaborating effectively usable products systems - Adroitness blending enthusiasm knowledge adaptability style character --- ### Salary Compensation hints Compensation shaped geographical location experience performance base pay plus performance-driven annual bonus commission annual compensation review benefits package learning budget USD 2 000 year --- ### Location text summary Role location described "Home Based Americas home based EMEA home based Worldwide" indicating fully remote position globally distributed.