Alliances & Channels Leader

Canonical
Americas, EMEA
Workplace: RemoteFull timeFunction: Business Development & PartnershipsSkills: ["Leadership","Communication","Negotiation","Presentation","Strategic thinking"]

Lead and scale strategic alliance and channel motions to expand Canonical’s reach, accelerate enterprise adoption of open source, and convert partner demand into durable revenue. You will own partner strategy, build executive-level relationships, and drive cross-functional GTM plans across Channels, GSIs, ISVs, IHVs/OEMs, and cloud ecosystems, with global teams and occasional in-person alignment.

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Canonical
Canonical
2 months ago

Alliances & Channels Leader

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Last checked: 8 hours agoStatus: Live

Job Summary

Lead and scale strategic alliance and channel motions to expand Canonical’s reach, accelerate enterprise adoption of open source, and convert partner demand into durable revenue. You will own partner strategy, build executive-level relationships, and drive cross-functional GTM plans across Channels, GSIs, ISVs, IHVs/OEMs, and cloud ecosystems, with global teams and occasional in-person alignment.
Location: Americas, EMEA
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Manager level

Key Responsibilities

  • •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.
Travel: Extensive travel

Pay and Benefits

Perks:Learning BudgetRemote WorkTravel Allowance

Key Requirements

  • •10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles.
  • •Experience in GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances.
  • •Deep commercial experience covering revenue, margins, pipeline, forecasting and partner economics.
  • •Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level.
  • •Business level written and spoken English; travel 2-4 times per year for company events.
Experience:Open sourceUbuntuEnterprise infrastructureCloudAIIoT
Skills:LeadershipCommunicationNegotiationPresentationStrategic thinking
Languages:English

Company Brief

Canonical
Develops and maintains Ubuntu, a leading open-source Linux distribution, and provides cloud, IoT, and enterprise support, tooling, and services to enable deployment, management, and security of infrastructure and applications.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Bootstrapped
Headquarters: London, United Kingdom
Founded: 2004
WebsiteLinkedIn