Alliances & Channels Leader - remote job

Canonical is hiring a Alliances & Channels Leader. The role sits in IT and programming and is fully remote. The company hires candidates based in Europe.

The employer did not publish a figure; that is settled at interview. The advert sets no condition on working hours.

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Alliances & Channels Leader

Canonical builds open source software and operating systems for enterprise and technology buyers worldwide. Ubuntu, our platform, underpins major enterprise work in public cloud, data science, AI, engineering innovation and IoT. We sell to the biggest public cloud and silicon providers plus sector leaders across many industries. We were early to fully distributed work: 1200+ people spread over 75+ countries, almost no office-based jobs. Twice to four times a year teams gather face to face in interesting places worldwide to agree strategy and delivery.

Founder led. Profitable. Growing.

Senior openings have opened in our Global Alliances and Channels organisations, running business development and partnerships with some of the biggest names in global technology. Because we publish Ubuntu and supply open source to major technology firms globally, our partner ecosystem is wide: global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds and other strategic technology brands.

Those partners control the platforms, solutions, marketplaces, hardware and delivery routes enterprises use to adopt open source at scale. We want outstanding partner leaders who form lasting, two-way valuable relationships, create joint solutions, run global go-to-market programmes, and turn partner potential into measurable customer impact, revenue growth and market expansion for Canonical.

Both management tracks and senior individual contributor tracks are open. You will start, run or grow one or more strategic partner motions for Canonical, either through a team you manage or by personally driving high-impact partner work. Your engagement with partners spans their sales, product, delivery and executive planning cycles, with the aim of making Canonical their trusted partner for enterprise open source. Your focus area may be Channels, GSI, ISV, IHV/OEM, Silicon, Cloud or cross-ecosystem partnerships, depending on your background and what the business needs.

Our Alliances and Channels teams earn executive-level trust with partners, grow Canonical's market share and attach rate, champion the partnership, and handle everything from engineer-level to CxO-level conversations. The job owns strategy plus sell-to, sell-through and sell-with motions for assigned partners or sectors, and promotes partner activity of every kind: campaigns, enablement, executive engagement, strategic opportunities and partner events.

Location: fully remote, anywhere in the world.

What the job involves

* Own partner strategy, forecast, bookings and revenue for Canonical across one or more indirect routes to market * Grow a team or a strategic partner portfolio toward faster revenue growth and greater market impact * Form strategic executive-level relationships with global and regional partners * Build and run joint go-to-market plans alongside partners, sales, product management, product marketing and engineering * Strengthen partner capability through sales engagement, technical enablement, joint marketing and rigorous business planning * Shepherd our offering from product management into product marketing, then scale it with help from our global sales organisation * Put in place an operating cadence, pipeline governance and data-driven accountability across complicated partner relationships

What we look for in you

* 10+ years in alliance, channel, partner, ecosystem or indirect sales management * Background covering one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances * Strong commercial grounding in revenue, margins, pipeline, forecasting and partner economics * Demonstrated leadership and presentation ability, comfortable talking to engineers and to CxOs alike * Skill at earning executive trust while keeping product, sales, marketing, engineering and operations in step * Understanding of open source, Ubuntu, enterprise infrastructure, cloud, AI, security, and where Canonical's competitors and openings lie * History of data-driven decisions and rigorous delivery across complicated global relationships * Self-directed, disciplined, hands-on, gets things done * Outstanding academic results at both high school and university * Written and spoken English at business level * Genuine personal motivation that matches our mission * Willingness to travel internationally 2-4 times a year for company events lasting up to two weeks

We also expect you to fit our values:

* Precise, working for correctness and clarity * Reliable, producing high quality work that earns trust and confidence * Accessible, collaborating on products and systems people can actually use * Adroit, mixing enthusiasm, knowledge, adaptability, style and character

What colleagues get

Pay worldwide reflects geographical location, experience and performance. We review it yearly, and more frequently for graduates and associates, so strong performance gets recognised. On top of base pay there is a performance-linked annual bonus or commission. Every team member also receives extra benefits chosen to reflect our values and ideals, balanced so local needs are met and global fairness holds.

* Distributed working, with in-person team sprints twice a year * USD 2,000 per year for your own learning and development * Annual compensation review * Recognition rewards * Annual holiday leave * Maternity and paternity leave * Team Member Assistance Program & Wellness Platform * Chances to travel somewhere new to meet colleagues * Priority Pass and travel upgrades on long-haul company events

About Canonical

Canonical leads the worldwide shift to open source. Publishing Ubuntu, one of the most significant open-source projects and the platform for AI, IoT and the cloud, puts us at the centre of a change in software. Hiring is global and our bar for joining is very high. Excellence is the expectation, because succeeding means being the best at what we do. Since we started in 2004 most people here have worked from home. A job here is a move into the future and will push you to think differently, work smarter, pick up new skills and raise your game.

Canonical is an equal opportunity employer

Our workplace is free from discrimination and we are proud of that. Varied experience, perspectives and backgrounds produce a better environment to work in and better products. Your application gets fair consideration regardless of your identity.