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CanonicalAlliances & Channels Leader
Canonical, the publisher of the Ubuntu operating system and a prominent provider of open source software for global technology and enterprise markets, is hiring an Alliances…
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About This Role
Canonical, the publisher of the Ubuntu operating system and a prominent provider of open source software for global technology and enterprise markets, is hiring an Alliances & Channels Leader. This globally remote position is designed for experienced partner leaders and senior individual contributors who can build durable relationships, drive joint go-to-market strategies, and expand revenue growth across a broad partner ecosystem that includes public clouds, silicon companies, independent software and…
Job Description
Canonical, the publisher of the Ubuntu operating system and a prominent provider of open source software for global technology and enterprise markets, is hiring an Alliances & Channels Leader. This globally remote position is designed for experienced partner leaders and senior individual contributors who can build durable relationships, drive joint go-to-market strategies, and expand revenue growth across a broad partner ecosystem that includes public clouds, silicon companies, independent software and hardware vendors, and global system integrators.
As an Alliances & Channels Leader, the professional will own strategy, forecasting, bookings, and direct business interactions across assigned sectors. The role involves working closely with partners and internal engineering, product, marketing, and sales teams throughout execution and planning cycles. Candidates may focus on channels, cloud, silicon, or specific partner categories depending on business needs and background. Team members are expected to travel internationally two to four times annually for up to two weeks to attend company sprints in various global locations.
Responsibilities
- Manage and drive partner strategy, bookings, revenue, and forecasts for Canonical across indirect routes to market
- Lead or evolve a strategic partner portfolio or team to accelerate market impact and revenue growth
- Establish executive-level relationships with global and regional partners
- Design and execute joint go-to-market plans alongside internal engineering, product, marketing, and sales groups
- Enhance partner capabilities through technical enablement, sales engagement, cooperative marketing, and business planning
- Guide company offerings from product management through marketing and scale them via the global sales organization
- Set up data-driven accountability, pipeline governance, and operating cadences across complex partnerships
Requirements
- Possess at least ten years of experience in channel, alliance, partner, ecosystem, or indirect sales management
- Demonstrate commercial expertise covering margins, revenue, pipeline forecasting, and partner economics
- Show proven leadership abilities and presentation skills capable of engaging audiences from engineers to executive levels
- Bring familiarity with enterprise infrastructure, open source, cloud, Ubuntu, security, and market competition
- Maintain a hands-on, autonomous, disciplined approach to execution
- Communicate fluently in written and spoken business English
- Commit to international travel two to four times a year for company events
Qualifications
- Hold an exceptional academic record spanning high school and university
Core Skills
Benefits
- Distributed work environment featuring biannual in-person team sprints
- Annual learning and development budget of USD 2,000
- Regular compensation reviews
- Performance-driven annual bonus or commission plan
- Recognition rewards and annual holiday leave
- Maternity and paternity leave
- Team Member Assistance Program alongside a wellness platform
- Travel upgrades and Priority Pass access for long-haul company events
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 with very few office-based roles at the company.
What is the salary for the Alliances & Channels Leader role?
The source posting does not specify the salary for this position.
Are there travel requirements for this job?
Yes, employees are required to travel internationally two to four times a year for company events lasting up to two weeks.
What level of experience is required?
Candidates must have at least ten years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
