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 places no restriction on where the candidate lives, so you can apply from anywhere.

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

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Leadership Role in Alliances and Channels

Canonical, a leading provider of open-source software and operating systems, is pioneering the global enterprise and technology markets. Our flagship platform, Ubuntu, is widely adopted in sectors like public cloud, data science, AI, and IoT, serving many of the world's leading enterprises and technology providers. With a global team of 1200+ members spread across 75+ countries, we prioritize remote work and hold in-person meetings twice a year to align on our global strategy.

As a founder-led, profitable, and growing company, Canonical is seeking exceptional leaders for key roles in our Alliances and Channels organization. We collaborate with a broad ecosystem of partners including global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds, and strategic technology brands.

Our partners are integral to shaping the platforms, solutions, and marketplaces that enable enterprises to adopt open-source technologies at scale. We are looking for leaders who can build enduring, mutually beneficial relationships, develop joint solutions, and drive global marketing initiatives that translate into customer success, revenue growth, and market expansion for Canonical.

This role is suitable for both leadership and individual contributor positions. In these roles, you will lead or scale strategic partner initiatives, either by managing a team or driving high-impact projects. You will work closely with partners across their sales, product, delivery, and executive cycles to ensure they see us as their trusted partner for enterprise open-source solutions.

Our Alliances and Channels teams focus on building executive-level relationships, increasing market share, and promoting our partnerships. As a leader, you will own and drive partner strategy, forecast, bookings, and revenues for Canonical across various indirect routes to market, lead and evolve a team or portfolio towards accelerated growth, and create strategic plans with partners, sales, product, and engineering teams.

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 - Guide our offering from product management to product marketing and scale it through the support of our global sales organization - Establish operating cadence, pipeline governance, and data-driven accountability across complex partner relationships

Requirements

- At least 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 - Comprehensive commercial experience in revenue, margins, pipeline, forecasting, and partner economics - Strong leadership and presentation skills, able to engage confidently from engineer to CxO level - Ability to build trusted executive relationships while aligning product, sales, marketing, engineering, and operations teams - In-depth knowledge of open source, Ubuntu, enterprise infrastructure, cloud, AI, security, and Canonical’s competition and opportunities - Data-driven decision-making and disciplined execution in complex, global relationships - Autonomous, disciplined, hands-on, and goal-oriented mentality - Exceptional academic track record from high school and university - Fluent business-level written and spoken English - Strong personal motivation aligned with our mission - Willing to travel internationally 2-4 times a year for up to two weeks for company events

Company Values

At Canonical, we value precision, reliability, accessibility, and adaptability. We believe in a diverse and inclusive workplace that fosters innovation and excellence.

Compensation and Benefits

Canonical offers a competitive compensation package, including a base salary, performance-driven annual bonuses or commissions, and a range of additional benefits. These include a distributed work environment, twice-yearly in-person team sprints, a personal learning and development budget, annual compensation reviews, recognition programs, comprehensive leave policies, and wellness programs. We also provide opportunities for travel to meet colleagues and priority access to travel benefits.

About Canonical

Founded in 2004, Canonical is a technology leader committed to open source innovation. We are dedicated to hiring top talent globally and expect high standards of excellence. If you are ready to join a forward-thinking team and contribute to shaping the future of technology, we invite you to apply.

Canonical is an equal opportunity employer, fostering a discrimination-free workplace. We celebrate diversity and believe it enriches our environment and our products.