Remote opportunity at
CanonicalAlliances & Channels Leader
Canonical, the publisher of the Ubuntu operating system and a key provider of open-source software for global enterprise and technology markets, is looking for an Alliances…
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About This Role
Canonical, the publisher of the Ubuntu operating system and a key provider of open-source software for global enterprise and technology markets, is looking for an Alliances & Channels Leader. This globally remote position offers openings for both people leaders and senior individual contributors to manage or build strategic partner motions. Canonical works extensively within a broad partner ecosystem that includes global system integrators, value-added resellers, regional distributors, independent software and…
Job Description
Canonical, the publisher of the Ubuntu operating system and a key provider of open-source software for global enterprise and technology markets, is looking for an Alliances & Channels Leader. This globally remote position offers openings for both people leaders and senior individual contributors to manage or build strategic partner motions. Canonical works extensively within a broad partner ecosystem that includes global system integrators, value-added resellers, regional distributors, independent software and hardware vendors, silicon companies, and public clouds.
In this role, the successful candidate will direct partner strategy, forecasts, bookings, and revenue across indirect routes to market. Responsibilities include building strategic executive relationships, designing joint go-to-market plans, guiding product offerings alongside internal teams, and establishing pipeline governance. The ideal professional brings deep commercial expertise and an autonomous, hands-on mindset.
Canonical operates primarily as a distributed company where team members work remotely from home and gather internationally two to four times a year for company events. The company provides a distributed work environment, personal learning and development funds, annual compensation reviews, performance-driven bonuses or commissions, holiday leave, parental leave, wellness platforms, and travel perks for company events.
Responsibilities
- Direct and drive partner strategy, forecasting, bookings, and revenues across indirect routes to market
- Lead and evolve a team or manage a strategic partner portfolio to accelerate revenue growth
- Build high-level strategic relationships with global and regional partners at the executive level
- Design and execute joint go-to-market plans collaborating with sales, product management, marketing, and engineering
- Develop partner capabilities through sales engagement, technical enablement, joint marketing, and business planning
- Establish operating cadence, pipeline governance, and data-driven accountability across partner relationships
Requirements
- Ten or more years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles
- Expertise working with GSIs, VARs, distributors, ISVs, IHVs, OEMs, silicon providers, public clouds, or marketplaces
- Deep commercial background encompassing revenue, margins, pipeline, forecasting, and partner economics
- Proven leadership and presentation skills capable of engaging audiences from engineers up to the C-suite
- Understanding of open source, Ubuntu, enterprise infrastructure, cloud, AI, security, and market competition
- Track record of data-driven decision-making and disciplined execution within complex global relationships
- Business-level written and spoken English proficiency
Qualifications
- An exceptional academic track record from both high school and university
Core Skills
Benefits
- Distributed work environment with twice-yearly in-person team sprints
- Personal learning and development budget of USD 2,000 per year
- Annual compensation reviews and recognition rewards
- Performance-driven annual bonus or commission
- Annual holiday leave and maternity or paternity leave
- Team Member Assistance Program and Wellness Platform
- Priority Pass and travel upgrades 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, this is a globally remote position, though team members travel internationally two to four times per year for company events.
What is the employment type?
The posting specifies a full-time employment type for this role.
What salary does this role offer?
The posting does not specify a salary figure, though compensation considers geographical location, experience, and performance, alongside performance-driven bonuses or commissions.
What travel is required for the job?
The role entails international travel two to four times a year for company events, which can last up to two weeks long.
Sample Interview Questions
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