Alliances & Channels Leader

About the role

Canonical, the publisher of Ubuntu, is hiring an Alliances & Channels Leader to lead business development and partnerships with key players in the global technology sector. The role owns strategy, sell-to, sell-through and sell-with motions across assigned partners or sectors, and covers channels, GSI, ISV, IHV/OEM, silicon, cloud or cross-ecosystem partnerships. It is a globally remote position, open to people leaders and senior individual contributors.

Key responsibilities

• Own and drive partner strategy, forecast, bookings and revenues across one or more indirect routes to market
• Lead and evolve a team or strategic partner portfolio toward accelerated revenue growth and market impact
• Build strategic relationships with global and regional partners at executive level
• 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 the offering from product management to product marketing and scale it through the global sales organisation
• Set operating cadence, pipeline governance and data-driven accountability across complex partner relationships

Required profile

• 10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles
• Experience with 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, able to engage from engineer to CxO level
• 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
• Business-level written and spoken English; international travel 2-4 times a year for events up to two weeks long

What we offer

• Distributed work environment with twice-yearly in-person team sprints
• Learning and development budget of USD 2,000 per year
• Performance-driven annual bonus or commission, plus annual compensation review
• Annual holiday leave, maternity and paternity leave, recognition rewards
• Team Member Assistance Program and wellness platform
• Priority Pass and travel upgrades for long-haul company events