Remote opportunity at
CanonicalAlliances & Channels Leader
Canonical seeks an Alliances & Channels Leader to drive global partnerships, business development, and go-to-market strategies across an expansive technology ecosystem. As the publisher of Ubuntu,…
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About This Role
Canonical seeks an Alliances & Channels Leader to drive global partnerships, business development, and go-to-market strategies across an expansive technology ecosystem. As the publisher of Ubuntu, Canonical provides open source operating systems and software utilized globally in artificial intelligence, public cloud, IoT, data science, and enterprise infrastructure. This globally remote position allows individuals to work independently while engaging with a distributed workforce. The company offers opportunities for both people leaders…
Job Description
Canonical seeks an Alliances & Channels Leader to drive global partnerships, business development, and go-to-market strategies across an expansive technology ecosystem. As the publisher of Ubuntu, Canonical provides open source operating systems and software utilized globally in artificial intelligence, public cloud, IoT, data science, and enterprise infrastructure. This globally remote position allows individuals to work independently while engaging with a distributed workforce. The company offers opportunities for both people leaders and senior individual contributors to scale strategic partner motions.
The ideal professional for this role will manage indirect routes to market, develop joint solutions with major technology brands, and cultivate robust executive relationships. Responsibilities encompass owning bookings, revenue, and forecasts across sectors such as global system integrators, value-added resellers, independent software vendors, silicon companies, and cloud providers. Team members collaborate across sales, product management, marketing, and engineering to achieve measurable customer impact. Candidates must possess significant management and commercial experience within partner ecosystems.
Responsibilities
- Manage and accelerate partner strategy, forecast accuracy, bookings, and revenue across indirect routes to market
- Lead a team or oversee a strategic partner portfolio to achieve market growth and impact
- Establish executive relationships with global and regional partners
- Design and execute joint go-to-market plans alongside product management, sales, engineering, and marketing teams
- Enhance partner capabilities via technical enablement, sales engagement, and joint marketing initiatives
- Scale product offerings through global sales support and maintain operational cadence with pipeline governance
Requirements
- Over 10 years of experience in channel, alliance, partner, ecosystem, or indirect sales management roles
- Commercial expertise spanning profit margins, revenue streams, pipeline creation, and forecasting
- Demonstrated leadership capabilities to engage confidently with individuals from engineers up to executive levels
- Solid understanding of enterprise infrastructure, open source, cloud technologies, security, and Ubuntu
- Proficiency in business-level written and spoken English
Qualifications
- Background working with global system integrators, distributors, value-added resellers, independent software vendors, silicon providers, and public cloud marketplaces
- Exceptional academic background spanning high school and university
Core Skills
Benefits
- Performance-driven annual bonus or commission
- Annual compensation reviews
- Personal learning and development budget of USD 2,000 annually
- Recognition rewards and annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program and Wellness Platform
- International travel two to four times a year for company events
- Priority Pass and travel upgrades for long-haul company gatherings
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, these are globally remote positions, though team members travel internationally two to four times a year for company events.
What is the employment type?
The posting states that the positions are full-time opportunities for people leaders or senior individual contributors.
What salary does Canonical offer for this role?
The exact salary is not stated in the job posting, though compensation considers geographical location, experience, and performance, alongside performance-driven annual bonuses or commissions.
What experience is required to apply?
Candidates must have over 10 years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles, backed by deep commercial and leadership expertise.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
