Alliances & Channels Leader

Canonical is a pioneering tech firm and a leading provider of open source software and operating systems, notably publishing Ubuntu. The company serves global enterprise and technology markets including public cloud, data science, AI, engineering innovation, and IoT. Canonical operates as a global distributed collaboration with over 1200 colleagues across 75+ countries and very few office-based roles.

• 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 including revenue, margins, pipeline, forecasting, and partner economics
• Proven leadership and presentation skills engaging from engineer to CxO level
• Ability to build trusted executive relationships and align product, sales, marketing, engineering, and operations teams
• Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, and security
• Track record of data-driven decision-making and disciplined execution across global relationships
• Autonomous, disciplined, hands-on mentality
• Exceptional academic track record
• Business-level written and spoken English
• Willingness to travel internationally 2-4 times per year

Nice to have:

• Precise and reliable work ethic
• Collaborative and accessible approach
• Adaptability and enthusiasm

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