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CanonicalAlliances & Channels Leader
Canonical, the publisher of the widely used Ubuntu platform, is seeking an Alliances and Channels Leader to join its global organization. In this position, the professional…
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About This Role
Canonical, the publisher of the widely used Ubuntu platform, is seeking an Alliances and Channels Leader to join its global organization. In this position, the professional will manage and scale strategic partner motions across sectors such as public clouds, silicon, independent software and hardware vendors, and global system integrators. Canonical operates as a profitable, founder-led enterprise recognized for pioneering global distributed collaboration with team members situated across more than seventy-five…
Job Description
Canonical, the publisher of the widely used Ubuntu platform, is seeking an Alliances and Channels Leader to join its global organization. In this position, the professional will manage and scale strategic partner motions across sectors such as public clouds, silicon, independent software and hardware vendors, and global system integrators. Canonical operates as a profitable, founder-led enterprise recognized for pioneering global distributed collaboration with team members situated across more than seventy-five countries.
This role is tailored for exceptional partner leaders or senior individual contributors who can establish durable relationships, design joint go-to-market strategies, and translate partner potential into revenue expansion. Responsibilities involve overseeing sales, product, delivery, and executive planning cycles to position Canonical as a trusted enterprise open source provider. Candidates will own strategy, pipeline governance, and forecasting while engaging stakeholders ranging from engineers to executive leadership.
The company provides a distributed work environment where colleagues participate in international travel two to four times annually for in-person team events. Compensation packages are evaluated yearly based on geographical location, experience, and performance, supplemented by an annual performance-driven bonus or commission. Additional offerings include a personal learning and development budget, holiday leave, parental leave, wellness resources, and travel perks.
Responsibilities
- Manage and drive partner strategy, pipeline, forecast, and revenues across indirect routes to market
- Lead and develop a team or strategic partner portfolio toward accelerated revenue growth
- Build executive-level relationships with global and regional partners
- Design and execute joint go-to-market plans alongside internal sales, product management, marketing, and engineering teams
- Develop partner capabilities via sales engagement, technical enablement, joint marketing, and disciplined business planning
- Establish operating cadence, pipeline governance, and data-driven accountability across complex partnerships
Requirements
- Have at least 10 years of experience in alliance, channel, partner, ecosystem, or indirect sales management roles
- Possess commercial experience spanning revenue, margins, pipeline, forecasting, and partner economics
- Demonstrate leadership and presentation skills capable of engaging audiences from engineers to executive leadership
- Bring insight into open source, Ubuntu, enterprise infrastructure, cloud, artificial intelligence, security, and market competition
- Show a track record of data-driven decision-making and execution in complex global relationships
- Maintain business-level written and spoken English proficiency
- Be available for international travel two to four times per year for company events lasting up to two weeks
Qualifications
- Demonstrate an exceptional academic track record from 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
- Performance-driven annual bonus or commission
- Annual holiday leave
- Maternity and 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.
What is the employment type for this role?
The posting specifies that this is a full-time position.
Where is this job located?
The source states that these are globally remote positions within a company that utilizes a distributed work model across more than 75 countries.
What is the salary for the Alliances & Channels Leader position?
The job posting does not specify a concrete salary amount, noting that compensation takes into account geographical location, experience, and performance, and includes a performance-driven annual bonus or commission.
Are there travel requirements for this job?
Yes, the role entails international travel two to four times a year for company events that can last up to two weeks.
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